[A project report on Sales Management]
Project Title:
A Study on the Operations of
Sales in
Submitted to:
Prof. Dr. S.R.Singhvi
Submitted by:
Bhoopendra Singh
09PGDM078
Brief Background of ‘INDIABULLS FINANCIAL SERVICES LIMITED’ :
INCORPORATION
‘INDIABULLS FINANCIAL SERVICES LIMITED’ Incorporated on January 10, 2000 as Orbis
Infotech Pvt. Ltd. to venture into securities business and name was changed to Indiabulls
Financial Services Limited on March 16th , 2001.
PROMOTERS
The Company was promoted by three engineers from IIT Delhi-
o Mr. Sameer Gehlaut –Chairman
o Mr. Rajiv Rattan- CO founder & Vice chairman
o Mr. Saurabh K Mittal – Director
CREDENTIALS
o Indiabulls is the first to introduce online trading in India
o Name Changed to Indiabulls Financial Services Ltd. On March 16, 2001
o Introduced Initial Public Offer in September 2004.
o Networth of the Group exceeds USD 2.5 billion
o Indiabulls Group companies are listed in Indian and overseas markets and have a
market capitalization of over USD 7 billion.
o Highest Ratings from CRISIL
Indiabulls Group is one of the top 15 business houses in the country with
business interests in Financial Services, Equities and Commodity Broking,
Real Estate, Infrastructure, Retail, Multiplexes and Power sector.
VISION
To be the largest and most profitable financial services organization in Indian retail market
and become one stop shop for all non banking financial products and services for the retail
customers.
MISSION
Rapidly Increase the number of Client
Relationships & to be a clear market leader
to provide our clients a very broad array of
product offering.
100%
Roles of each position holder in
STMO: Firm’s organization
Direct Sales Team Executives (DST): The roles of Structure Linked
DST in Indiabulls are as follows:
Meeting with the customers and explaining
with Structure of
them all the required procedures STMO (in yellow)
Cold calling to the customers to generate
leads
Converting the sales
Responsible for the sales quota as assigned by direct sales manager.
Responsible for reporting all sales activities on daily basis.
Responsible for reporting needs and status of assigned customers.
Carry out set number of visits per day, week, and month.
Follow all pre-set internal procedures and guidelines specified for the sales dept.
Focus on new sales acquisitions and encourage all new services.
Follow up on after sales service and customer satisfaction.
Gathering feedback from end users and pool resources between wi-tribe to
enhance the capability of our services.
Responsible for the security, confidentiality and Integrity, of all information
g
n
i
a
M
assets within his/her responsibilities in accordance with the company’s
O
E
C
u
B
es
n
i
s
information security policies.
Duties and responsibilities outlined may vary over time and are subject to
management review and amendment.
r
o
t
c
e
i
D Any other Tasks assigned by direct superior/ Head of Department.
Sales Manager (SM): The roles of Sales Managers in Indiabulls are as follows:
r
o
t
c
e
i
D Maintain high level of exposure in the market.
Develops a sales strategy for the market that ensures attainment of company
sales goals and profitability.
e
m
a
S
.
r
M e
r
Responsible for the performance and development of the sales Executives.
H
G
.
r
M
d
a
e n
a
g
e
m
o
Prepares action plans by individuals as well as by team for effective search of sales
leads and prospects.
Delegates territories to the sales executives.
A
.
r
M
h
s
w Assists in the development and implementation of marketing plans as needed.
Conducts one-on-one review with all Account Executives to build more effective
communications, to understand training and development needs, and to provide
i
n
o
l
h
e
G
t insight for the improvement of Account Executive’s sales and activity
B
n
a
o
L
gd
performance.
Checks daily performance report of DSTs.
a
m
u
r
H
K a
Provides timely feedback to senior management regarding performance of sales.
Provides timely, accurate, competitive pricing on all completed prospect
applications submitted for pricing and approval, while striving to maintain
maximum profit margin.
Maintains accurate records of all pricings, sales, and activity reports submitted by
Account Executives.
Providing induction training to DSTs.
Controls expenses to meet budget guidelines.
Adheres to all company policies, procedures and business ethics codes and
ensures that they are communicated and implemented within the team.
Recruits, tests, and hires Sales Executives based on criteria agreed upon by senior
management.
Personally meeting with customer if DST is not able to satisfy the customer.
Branch Credit Manager: The roles of Branch Credit Managers in Indiabulls are as
follows:
Recruits, tests, and hires Sales Executives based on criteria agreed upon by senior
management.
Initiates and coordinates development of action plans to penetrate new markets.
Meeting their sales targets assigned to them by Area credit manager.
Relationship Manager: The roles of Relationship Managers in Indiabulls are as
follows:
Recruits, tests, and hires Sales Executives based on criteria agreed upon by senior
management.
To act as a first point of contact to serve the relevant customer base
To originate new transactions from both existing and new customers.
Checking all required documents for loan processing and co-ordinating with DSTs
and customers if any other document is required.
Meeting with customers and resolving their queries if there is any before
converting the sales call.
Credit officer: Credit officer checks all the documents received by the DST and then
checks them all for the verification purpose. He also checks if some document is
missing that is important for the loan processing. Credit officer also checks the credit
worthiness of the customer and in case he gets into some confusion then he also
talks to the customer and asks for the information required.
Direct Sales Agents (DSAs): Direct sales agents are the people who work for the
company but they are not the employees of the company neither do they get any
fixed salary from the company. Generally DSAs are the professional people who have
different professions altogether but due to their strong rapport among the people
they know these people bring the business to the company and they get their profits
as a percentage of the total loan disbursal amount. The share of DSA generally varies
from 0.5% to 1% depending upon the size of business and the frequency with which
they bring business to the company.
Location Managers: Location Managers are little superior in hierarchy. LM are
equally responsible as Area Credit manager for the business generated from any
location or territory. They manage the relationship managers and Sales managers
and push them to generate business. LM are also responsible for making corporate
clients and hence for this purpose LMs go to the corporate to give the presentations
and maintain their contact in big corporate. LMs also take decision if there is any
need to give more freedom to the DSA or DST in terms of availing the discounts to
the customers.
Assistant Manager: Assistant Managers take part in controlling the DSTs and they
also take care of any canopy or kiosk that needs to be placed for promotion
activities. Hence the assistant managers keep contacting the property dealers and
other related authorities who can bring them business or help them do business.
Assistant managers are also superior to the credit officers and they crosscheck and
help credit managers in document verification process. Assistant managers also
contact the agency outside to perform the customer verification
Credit Officers: Credit officers do back office operation and handle all back office
operation in the loan disbursal. They keep an eye on the branch policy which is also
called the loan agreement terms and according to them they keep a check on the
alignment on the processes carried out in the branch and the policies.
Area Credit Manager: The primary role of Area credit manager is to manage the
Branch Credit managers, credit officers, Assistant managers and DSAs who bring
business at larger level. Area credit managers are also responsible for the overall
sales in the territory assigned to them. They also help location managers in corporate
client presentations and corporate relationships building. Area credit managers also
contribute in designing the promotion activities and also assist in brand management
e.g. the display on NDTV, DSTs and DSAs incentives structure designing.
