SM TECHNOLOGY LTD

Developing Sales and Distribution Strategies

NewGate India

SM TECHNOLOGY LTD.
Company Background
Established in 1999. Service launched in INDIA in 2001 Provides one of the inventory to the marketplace focused on semiconductor manufacturing. Has operations in 20 countries across 5 continents Across 10 major cities in INDIA Mr. SATISH MEHTA is the CEO of Indian operations Company registered office in Mumbai company philosophy is to provide the best equipment available in the marketplace at a competitive price and our mission is to focus on customer satisfaction. Website: http://smteco.com/
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Company Philosophy
.

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SM TECHNOLOGY LTD

T
P

Target Customers

Corporate Domestic users Broadband Internet

Segmentation

Positioning

Fantastic surfing Downloading speed

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SM TECHNOLOGY LTD
4Ps of MARKETING
PRODUCT

PLACE

PROMOTION

PRICE
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Group-5

SM TECHNOLOGY LTD.
4Ps of MARKETING
PRODUCT
Fiber optic telecom network Broad band internet service Data connectivity Voice Connectivity International Bandwidth Managed Services Fantastic Surfing Downloading speed Live Audio & Video Chat & Gaming

Product
PLACE

Services
PROMOTION

Features
PRICE
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Group-5

SM TECHNOLOGY LTD.
4Ps of MARKETING
PRODUCT
Mumbai Pune Surat Ahmedabad Baroda
WEST
NORTH

Delhi

PLACE
SOUTH EAST

PROMOTION

Bangalore Chennai Hyderabad

Vishakhapatnam

PRICE
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Group-5

SM TECHNOLOGY LTD
4Ps of MARKETING
PRODUCT

Telecom Journals

National & International Trade show

Exhibitions

PLACE

Internet
PROMOTION

Exhibitions

PRICE
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Sponsors for cricket Matches

Group-5

Third party References

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SM TECHNOLOGY LTD
4Ps of MARKETING
PRODUCT

PRICE ___________________________
PLACE

PROMOTION

Companys internet telephony service was a great cost saver for users to wanted to make international call to their near & dear ones.

PRICE
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COMPETITORS
COMPETITORS

SALES STRATEGY

SALES STRUCTURE

DISTRIBUTION CHANNEL
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SALES STARTEGY
SALES FORCE
COMPETITORS

Corporate Sales force

Domestic Sales force

(B2B)
SALES STRATEGY

(B2C)

Sales engineers
( Direct employees)

Contract Based

SALES STRUCTURE

Fixed salary + Commission

(Based on Performance)

DISTRIBUTION CHANNEL
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Straight Commission Method

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SALES STARTEGY
Salespeople were given sales quota ( target)

COMPETITORS

Further divided to weekly & daily sales target

Salespeople had to submit daily report

SALES STRATEGY

No chance of any manipulation

Over promising of customers not allowed

SALES STRUCTURE

Daily sales report: 1. Client Visit 2. Competitors price

DISTRIBUTION CHANNEL
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3. Strength &Weakness

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REQUIRED SKILLS & TRAINING

Technical knowledge

COMPETITORS

Communication skill Negotiation Skill

SALES STRATEGY

Selling Skills

SALES STRUCTURE

DISTRIBUTION CHANNEL
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ORGANIZATIONAL SALES STRUCTURE

LINE SALES ORGANIZATION
COMPETITORS
BRANCH HEAD

SALES STRATEGY

Sales Manager-Corporate

Sales Manager-Retail

SALES STRUCTURE

Assistant Sales Manager-Corporate

Assistant Sales Manager-Retail

DISTRIBUTION CHANNEL
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SalespersonsCorporate

SalespersonsDomestic/home

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Distribution Channel
COMPETITORS

Sales force

Ensuring long term business relationship Ensuring customer satisfaction Online selling Order from home

SALES STRATEGY

Website
Telemarketing Engineers/

SALES STRUCTURE

Proposal, sales presentation Negotiation & closing the sale

DISTRIBUTION CHANNEL

Technicians
Group-5

Installation After Sales Service

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SM TECHNOLOGY LTD

Developing Sales and Distribution Strategies

NEW STRATIGIES / TACTICS TO ACHIEVE TARGET

15

TARGET : 40% growth in sales

New strategies & Practices

Mumbai Pune Surat Ahmedabad Baroda
WEST NORTH

Delhi

Expand their broadband services in non targeted Eastern & Northern Region. Industrial Hubs like Kolkata,Noida, Gurgaon, Bhubhaneswar, can be targeted.

SOUTH

EAST

Bangalore Chennai Hyderabad

Vishakhapatnam

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New Promotional Stratigy

Co-branding Catalogue Marketing Free trial offers

Discounts at Retail Outlet

Television Advertisement

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Distribution Channel
Selling done by Retail outlets Available in major electronics stores

Retail outlets

TV SHOPPING

Advertisment of products Order through toll free numbers bottom the screen

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ORGANIZATIONAL SALES STRUCTURE

LINE SALES ORGANIZATION

SALES TRAINING MANAGER

BRANCH HEAD

Merketing Research Manager

Sales Manager-Corporate
Assistant Sales Manager-Corporate

Sales Manager-Retail

Promotional Manager

Assistant Sales Manager-Retail

SalespersonsCorporate

SalespersonsDomestic/home

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REQUIRED SKILLS & TRAINING

Leadership Skills Problem-solving skills
Supervising salesperson Ability to read customers mind

Separate training __________ For corporate & domestic salesperson

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On Job Training
__________
Salesperson should be given on field training to have a better understanding

Feedback & Assesment

Salesperson performance should be assesed frequently from the customers
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