Prof. Ramesh Venkateswaran: Chairman – CustommerceVisiting Professor – IIM B & SDM IMD
As founder member, you need to understand sales and how you should use salespeople productively and efficiently. Time to get insights into Sales process
2. THE PLAN TODAY
CURRENT ENVIRONMENT – CHANGING
THE PLAN PLACE
MARKET
• The world today – challenges
Competition
• Role of strategic selling
• Global competition
• Why and when people buy
• Shorter Product life cycles
• Panel of speakers
• Blurred boundaries –
• • Q & A and Wraptechnologies eg. Steel/
product alternates and up
Al /paper/plastics / paper …..
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3. WHY DO ORGANISATIONS EXIST ?
WHAT IS SELLING ALL ABOUT ?
WHY AND WHEN PEOPLE BUY
AND WHAT ARE THEY REALLY BUYING ?
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June 08
4. The world today
Name Nationality Time
2. Ryan Brathwaite Barbados 13.14
3. Terrence Trammell USA 13.15
4. David Payne USA 13.15
5. William Sharman GB 13.30
6. Maurice Wignall Jamaica 13.31
7. Peter Svoboda Czech 13.38
8. Dwight Thomas Jamaica 13.56
9. Ji Wei China 13.57
5. WIMBLEDON 2001 MEN’S FINALS – STATS
A B
1st serve percentage 55 63
Aces 27 13
Double faults 16 4
Winners 42 49
Unforced errors 30 11
Break point conversion 3/6 3/6
Match time : 3 hours 1 minute
WHO WON THE MATCH ????
Ivanesevic Rafter
Prize Money $ 750,000 $ 375,000
Total points won 154 150
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6. Cars : Product features - A comparison
Feature Accent GLS Ikon 1.6 Z x 1 Corsa 1.6GLS
Max HP 94/5500 91/5500 92/5600
Torque 12.5/3500 13/2500 12.6/3200
Length 1605 1597 1598
Width 1670 1632 1608
Fuel tank 45 45 46
Dikky 380 400 390
Turning ø(m) 10 9.8 -
Power steering
A/C & Heater
Power Window
Tachometer
Central locking
Weight / kg 1005 998 1040
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7. THE CURRENT SCENE IN THE FLAT WORLD
Globalization – no boundaries
Basic products - identical
Commodities are technologized ; technologies are commoditized
Communication
Awareness and education levels
Changes in attitudes , expectations – promiscuous
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9. Today tech companies are becoming like other
enterprises
While
Other enterprises are becoming more tech
enabled and dependent
Ex:
Need to understand implications of the
adoption / diffusion cycle both from point of
view of product and market / buyers
10.
11.
12. Addidas I - Microprocessors
• 5 million calculations per second
• Adjust the heel and sole for off road,
trail running , pavement etc.
Ramesh Venkateswaran
18. SALES PERSON’S TIME UTILISATION
40%
15% Face -to- face
Getting to
selling
customers
25%
Personal matters and detail
20% work
Waiting for
customers
Only 15% of the time is spent in actual face to face selling with the customer
19. THEN 10 % Create rapport
20 % Qualify
30 % Present Solution
40 % Close
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20. 40 % Relationship and Trust
30 % Identify Needs
20 % Present
Solution
10 %
NOW Close
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21. SUCCESS CUSTOMER VALUE
WHAT IS VALUE ?
QUALITY - AS DEFINED BY THE CUSTOMER
- OFFERED AT A PRICE
ACCEPTABLE
TO THE CUSTOMER
22. WHAT IS PRICE ?
Competitive Analysis Consumer Analysis
• Differentiation • Segmentation
Product / Service
Positioning
Marketing Strategy
• Product
• Communication
• Distribution
Competitive
Perceived
Offerings
Customer Value
Price Cost
Profit
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23. Thank You
Have a Nice Day !!
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June 08