SALES PROJECT PRESENTATION

ARUN KHANDESH
SOURAB GUPTA
A.SHIVANAND
AIM OF THE STUDY
To determine the sales process and performance of
Aliens group of constructions With Indian
government giving lot of importance to the
construction industry because it helps in contributing
lot of GDP to the economy and also effects other 180 or
more industries and participates in its growth of the
country.
COMPANY PROFILE
Alliens group is a construction and infrastructure company
headquartered in hatch city, hyderabad. The group promotos
three organizations- alliens developers, alliens group infra and
alliens infratech.
Alliens group was founds in the year 2003 by two futuristic
visionary brothers, hari challa and venkat challa who are
committed to revolutionizing the urban landscape of modern
India. The group is steady fastly becoming one of the prime
players in Hyderabad's real estate market, with a land bank of
over 800 acres and mega projects in prime zones today.alliens
group is executing projects worth INR 5000 cores with an
unparalleled growth rate of 300% in the year 2007-08
Cont…..
In the a short span of four years alliens group is one
amongst the top real estate players in the hyderabad.
This is afar cry from the completion who`ve spent
decades to gain such momentum. This impetus of
quick and substantial growth drives us towards the
vision of being apart of the top 5 infrastructure
companies of India by the year 2015.
WHY ALLIENS?
One can have an idea about the importance of the construction
industry, in India from the fact that it is the second largest contributor
to the GDP after agriculture. The industry provides employment to
more than 3% of the population. Its market size is around USD 55
billion and is growing at around 7% to 8% per annually, faster than the
GDP growth. As the construction sector is growing faster than the
country's project GDP growth, there exist a tremendous potential for
development in the related area.
"The Directory of Construction Companies in India" is one of the top
sources of information available on construction companies in India. It
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THEORY
What is sales…?

What is sales management…?

Sales management cycle

organizatio
n
Sales management structure
SALES STRUCTURE IN ALLIENS
 
 The sales structure is different for almost same with
slight changes for all the wings.
 
FOR ALIIENS CONSTRUCTION
The following is the sales structure
Cont…..

Team
Vice-
Sales
Lead
generator
president
mover
leader
coach
SALES MANAGEMENT PROCESS
What will be offered?
Planning – How?
Execution – When and at what pace and scale?
Control – How will feedback and contingencies be
acted upon?
Feedback – how we have to integrate and reply back
activity to activity?
Objectives of sales management
Qualitative objective [long-term]
… to do entire selling job
… to search and maintain customer cooperation
… to provide technical advice wherever necessary
… to assist in training of middleman’s sales personnel
… to collect and report market information of interest
and use to the company management
Hierarchy of sales process
Top Management / Principals
Sales Management
Regional managers
Area managers
Branch managers
Sales Executives
Customer Support & Fulfilment
Channel Partners / Distributors
Customers
DIRECT SALES/ SALES MGMT
Challenges Needs
.. Large number of ..improve collaboration with
prospects channel partner to increase reach
..high cost of sales and reduce cost of sales
..low revenue for ..track movement of opportunities
customers through pipeline to identify
..ineffective channel bottlenecks
sales team ..provide on time sales support to
channel
responsibilities
Building the right sales strategy
Hiring the right team
Creating the right compensation plans, territories and quotas
Setting the right projection’s
Motivating your team
Tracking revenue against goals
Resolving conflictions
Training and coaching sales rep’s
Managing processes
Getting the sale!
Coordination with others
Sales personnel as coordinators
 ..coordination with marketing
 .. coordination with distribution network
 .. coordination with finance
 .. coordination with HR
 .. coordination with services
conclusion
Crucial functions of an organization
Principle and generating function in the organization
Helping an organization to achieve its goals
Contribute to profits and attain long-term growth