Eureka Forbes Group 3

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Shapoorji Pallonji Group Formed n 1982 131Cities &398 towns in India. Employees over 7000 Touched 1.25 million Indian homes and adding 1,500 customers daily. Water Purification Systems, Vacuum Cleaners, Air Purifiers & Security Solutions. Eureka Forbes enjoys 70 % market share in the country and northern region including, Punjab, Haryana, Himachal Pradesh and Uttaranchal, contribute 20% to the total revenue. Growth in sales volume - 18%

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Personal Selling Process adopted by Eureka Forbes Prospecting Preparation and planning Initiating contact Sales presentation Handling Objections Negotiations Closing the sales Follow up and account management

Prospecting ,[object Object],[object Object],[object Object],[object Object],[object Object]

Preparation and planning ,[object Object],[object Object]

Initiating Contact ,[object Object]

Sales Presentation ,[object Object]

Handling Objections ,[object Object],[object Object],[object Object],[object Object]

Closing the sales ,[object Object],[object Object]

Products ,[object Object],[object Object],[object Object]

Price ,[object Object],[object Object],[object Object]

Place ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Operations Of EFL ,[object Object],[object Object],[object Object],[object Object],[object Object]

CUSTOMER FOCUS ,[object Object],[object Object],[object Object],[object Object]

Sales Budget and Forecast Quantitative Method: BY Moving Average method Sales forecast= actual sales for past 3 or 6 year/ No. of. year(3 or 6) Year Sales (Rs) 3 year 6 year 2000 322 2001 353 2002 394 2003 244 356 2004 361 330 2005 307 246 2006 419 297 327 2007 503 362 343 2008 588 410 368 2009 425 503 400 2010 505 434

Exponential Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Assuming L = 0.2

Assumption that what happened in the immediate past will continue to happen in the immediate future. As we saw that different sales forecasting method giving different answer. Sales forecast for 2010= actual sales*actual sales of this year/Actual sales of last = 425*425/ 588 = Rs.307

[object Object],[object Object],[object Object],Sales forecast: Year Sales Expenditure 2000 322 291 2001 353 342 2002 394 370 2003 244 261 2004 361 360 2005 307 303 2006 419 408 2007 503 481 2008 588 562 2009 425 389 2010 501 477

Sales Quota :Top –Down Approach ,[object Object],[object Object],[object Object]

Plans & Suggestion ,[object Object],[object Object],[object Object],[object Object],[object Object]

Eureka Forbes Group 3

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Eureka Forbes Group 3