ANNEXURE

SALES QUESTIONAIRE

1) Which brand of Direct to home do you own?

Airtel-DTH TATA Sky

2) Which kind of subscription do you use?

Yearly Six Monthly Quarterly

Monthly Two Year Triple Door

3) How did you get to know about this brand?

Newspapers Magazines Friends & Relatives
Retailers Others (Specify)

4) From where did you purchase the connection?

Authorized dealer Exclusive Shoppe
Dealer near by you A Known Dealer

Reason________________________________________________________________________

5) What percentage of discount you get from the dealer?

5% 10% No discount Vouchers offered

6) Have you ever faced any problem in your DTH regarding the following?
Maintenance Servicing Manufacturing Defect Others
Others :
7) Rank the following:
1-Most Important 2-Important 3- Necessary 4-Least Important 5-Not Necessary
Price Brand After Sales Service Reach of Showroom
Availability of Product Discount/Scheme offered

8) What kind of After Sales Service do you use?

Company Service Other than Company

9) Rate the services of the after sales person on the basis of following;
CRITERIA YES NO
Responsiveness
Availability 10) How much time taken by the company
Helpfulness to solve your problem completely?
Capability 24 hours 2-3 days 1
Week More

11) a) How many times you have lodged a complaint regarding a particular product?
1 time 2-4 times More

b) If yes, on how many calls have you been attended by an executive?

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 Readily available 2 – 3 times

4-7 times More

12) 11) Tick the efficiency of the Sales Person to make your buying more comfortable?
Very efficient Efficient Sharp/rude Less knowledgeable

Less efficient Less knowledgeable Knowledgeable but Less effective

Convince you to buy other brand

14) How the product has reached to your home?

You yourself have taken Dealer has provided you with a service

15) Tick one of the following:

DEGREE PRODUCT COMPANY
Fully Satisfied
Partially
Satisfied
Not Satisfied

If Not Satisfied, which brand in future you would like to buy and why?
________________________________________________________________________________

NAME:_________________________________________________________________________
OCCUPATION: SERVICE BUSINESS OTHERS (Specify) _____________________

HOUSEHOLD INCOME: 1.5 – 3Lakhs 3 – 4.5Lakhs 4.5 – 6Lakhs

Above 6Lakhs

CHANNEL MEMBER

1) a) What are the Terms and Conditions set by the Company for the Channel Members?

_____________________________________________________________________________
_____________________________________________________________________________

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 b) What are the average sales per month?
__________________________________________________________________________
_______________________________________________________________________________
2) Are you Happy with the sales targets set by the Company?

__________________________________________________________________________
__________________________________________________________________________
________
3) Do you get any credit period from the company?

Yes_______ No_______
If Yes, What is the credit period you get?
i) Upto 15 days ii) 15-30 days iii) >30 days
4) What is minimum reorder level?
__________________________________________________________________________
5) What are the margins that you get from the company?
__________________________________________________________________________

6) What is the average order cycle time taken by the company?

i) < 5 days ii) 5-10 days iii) > 10 days
7) Where would you rank the services/assistance provided to you by the company/s
Services Very Good Good Satisfactory Poor Very
poor
Delivery Time
Quality Maintenance
Incentives
Promotional activities
Condition of Product
Commercial Terms
Services of Sales Persons

8) How will you rate the efficiency of your sales persons?

a) Very Good b) Good c) Satisfactory d) Poor e) Very poor

9) How the Company does help you to assist the Product to the End Consumers?
Yes______ No______
If Yes, Do you face any problems in the Distribution Network of the Company?

________________________________________________________________________________
________________________________________________________________________________

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________________________________________________________________________________
_______________

10) Do you face complains?

Yes______ No______
If Yes, what are the kinds of Complains?
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
____________________

11) How do you manage them in the given span of time?

________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
_______________

Person Contacted:
____________________________________________________________________
Name of dealer:
_____________________________________________________________________
Address:
_____________________________________________________________________
Tel. No.:
______________________________________________________________________

COMPANY REPRESENTATIVE

1) a) What is the Sales Turnover of the Company?

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2) a) In how many Zones is India Divided?

______________________________________________

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 b) On what basis Delhi – NCR is divided?
_____________________________________________
c) Number of offices for:
India____________ Delhi – NCR___________

3) a) What is the Company Sales Organization Structure?

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b) What are the profiles of the Members involved in the Structure?
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c) Who Monitors the entire Sales Process? In what ways does it serves as an effective tool
for the company.
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4) a) What are the formats opted by for the Distribution of its product?

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b) On what basis does the Company chooses its Channel Members?

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c) What are the Criteria to Appraise the Channel Members?

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d) How does the Company responds the different distribution Flaws faced during the
process?
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5) What is the range of packages offered?

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6) Can you provide us the details regarding the manufacturing of the product?

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7) a) How many warehouses in:

India____________ Delhi – NCR___________

b) How are Orders Processed among the Channel Members and the Company Level?
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c) Who is responsible for Inventory Management Control and what the EOQ to be
maintained is?
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8) How the Logistics Network Works including:

a) Importing of the product

_______________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
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b) Distribution of the Product

_______________________________________________________________________
_______________________________________________________________________

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9) What is the Basis on which Incentives are given to various Channel Members?

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10) a) How many Service Centers does the Company have?

India____________ Delhi – NCR___________

b) How the Complain Cell does bring about the Effectiveness of its Service Centers
regarding the Channel Members and its Consumers?
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11) Is their any kind of Marketing Research done by the Company with respect to Channel
Members and Consumers?

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