TIP FINANCIAL SERVICES

CORPORATION
Presented By : Deepika Pandey
Geeta Rani
Pallavi Sharma
Pratibha Pathik
Upma Rathore
Vibha Joshi
BRIEF HISTORY
 Don a Finance Graduate joined TIP as a Sales
Manager

 Financial Products Of TIP -

 Home & Property Insurance
 Business Insurance,
 Stock & Mutual Funds,
 Long term Care Insurance,
 Annuities
 Financial Planning
 Year Wise Fall Of TIP
 Ist Year - Most of the time spent in traveling
 IInd Year - 20 members of his team had
turned over
 IIIrd Year - Sales were flat in Iowa
 IVth Year - Major client of Don moved his
business
Q1- Identify the selling strategy used in the
financial service industry. How are traditional
and on-line financial service sales different?
 Local consultants should be hired
 Build trust & relationship
 Usage of online banking strategy
Traditional Vs Online Services
 Limited Hours  24 X 7

 Less APY  High APY

 0.1% - 0.3 %  Upto 3.5%

 Consultants’ visit is  Accessible from

necessary anywhere & anytime
Q2- What issue does Don Krane face? What
could he be doing better?
ISSUES
 Dependence on Traditional Approach
 Consultants were not willing to work
 High turnover
CHANGE
TRANSFORMATION
 TIP going online
 Consultants to work harder
 Spending more time with experienced
consultants
 To assign recruiters for recruitment process
Q3- Do you believe Don's collaborative
selling approach will work? What are some
potential problems he could face? What
would you do differently if you were him?
Yes, it will work
POTENTIAL PROBLEMS :

 Quality of delivery on the commitment

made
 Target will not complete

 Its very challenging job to define your

product different from others.

 High level of involvement is required
 Referral Business

 Offering higher interest rate

 Increase in service offerings

Q4-What corporate growth strategies could
TIP Financial services use to help increase its
consultants’ sales in territories like lowa?
 Identify ideal prospects
 Provide better & improved services to the
prospects
 Focus on their marketing message
 Shaping their business well
Q5-You have replaced Don Krane as sales
manager in the lowa district. What sales
strategy will you pursue during your first year
in the position?
SALES STRATEGY
 Teaming up with professionals
 Launch a publicity campaign
 Conduct workshops with consultants
 Keeping a follow up plan
THANK YOU