CASE STUDY

ON
HERCULES MOTORCYCLE
LTD.

Group No.5
 CONTENTS:-
 QUESTIONS BASED ON CASE STUDY
 PROBLEMS OF DEALERS
 PROBLEMS OF SALES MANAGER
 MEASURES TAKEN TO SOLVE PROBLEMS
 SYSTEM OF SALES PLANNING FOR FUTURE
 Question based on case study
 How do you think Rajan should tackle the
situation to ensure targets are met?
 Can you suggest a system planning for the
future so that Rajan does not get into this
situation again?
 Problems of dealers:-

 Targets are too stiff

 Targets are not achievable
 Not convinced of proposed promotional
support
Problems of sales manager (Rajan)

•TARGETS
FOR LAST 2 MONTHS WITH CURRENT
MONTH WERE NOT ACHIEVED.

•DEALERS ARE NOT ABLE TO ACHIEVE TARGETS.

•PRESSURE FROM VP- MARKETING ON HIM.

•HEIS SURE TO FACE SIMILAR TARGET PROBLEM IN

BANGALORE .
Measures to be taken by Rajan to solve the
problems:-
 Advice to Sales management:

 Advice them to do sales forecast

 Advice them to reset the targets after doing
sales forecast so they are achievable and not
too stiff.
 Advice them to rethink on their strategies by
understanding the company needs and
competition.
 Advice them to increase advertising so as to
increase sales
Measures to be taken by Rajan to solve the
problems:-
 Advice to Dealers:
 Clarify terms and conditions of distribution.

 Specify their territories to avoid conflict.

 Determine their commission according to the

targets achieved.
 System of Sales planning for the Future:
 1.SITUATION ANALYSIS:-The targets should
be planned according to the market research
through which they will be able to know their
potential market.
 2.IMPROVE PROMOTION:- The company
should give chance to the dealers to involve in
promotional events for achieving the targets and
should also reimburse them the expenses.
 3.PRICE RE-SETTING:-Company should fix the
prices according to the competition in the market
 4.COMPLAIN ASPECTS:-Company should listen
to the problems of the dealers and should try to
help them out.
 5.TRAINING TO SALES FORCE AND
DEALER:-Company should provide guidelines to
the dealers to achieve the targets.Training should
be provided to the sales force of the dealers.
 6.NEW TECHNOLOGY:-Improvement the
methods of sales like internet marketing, tele-
marketing.