Ppt Sales Final Ggr

8/8/2019 Ppt Sales Final Ggr

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PRESENTATION

ON

MAHINDRA& KOTAK BANK

Presented to: Prof. Kruti Patel

Presented By: Hifzu Ansari(02)

Rina Chauhan(13)

Tushar Kotak(39)


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BUSINESS DESCRIPTIONCompany Profile: Kotak Mahindra Bank Limited

Ticker:500247

Exchanges: BOM

2010 Sales: 95,216,000,000

Major Industry: Financial

Sub Industry: Commercial Banks

Country: INDIA

Employees: 20000


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COMPANY PRODUCTS

As far as the product are concern there are

Saving accounts,

Current accounts,

Demat account,

Insurance, and

Loan.

These are the various products of the bank. In

which the insurance is the life insurance. And theloan include the all type of the loan including car

loan, home loan, etc.


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RECRUITMENT OF THE SALES PERSON

In the Kotak Mahindra Bank the recruitment of

the sales person is done mainly with two types

On campus: Off campus :


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ON CAMPUS

The on campus recruitment is done by the bank

the visit various MBA collages for the placement

and hire the persons from there. The hire mainly

the Marketing & Finance persons. With thepackage of around the 2.5 lacs per annum.


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OFF CAMPUS

The off campus recruitment is been done by the

bank on there own branches hear the B.R.M &

the B.M take the interview of the sales person.

Here they are been recruited as an sales person.

If any person is been recruited as the sales

person than there net take home salary is 1.2 to

1.4 lacs per year.


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SALES PLANNING

For each and every person has to achieve

according to that and if they are not been able to

achieve the target than there are been classroom

training which is been given to the employees ofthe company. This way they are been motivated

towards achieve the target.


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S ALES PLANNING

Country head

BRM

Region head

RM

Area head

ZBM

Sales persons


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E XECUTING AND EVALUATING SALES

TRAINING PROGRAMS.

There are very knowledgeable person that arebeen evaluating the sale training programs thesepeople are working as an H.R people for morethan 20 year so these person are been evaluating

the sales programs.

Also done on the hierarchy bases means theevaluation of the sale person is been done by theRelation ship manager, while the evaluation ofRelation ship manager and the branchrelationship manager is be evaluated by thebranch manger and the branch manager is beenevaluated by the area head


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TRAINING

Continuing sales training

For the first time they are been taken with the

experience sales person to do the calls and how to

do the sales call. On job training

The expert training


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MOTIVATING THE SALES PERSONS

Non monetary terms

Monetary terms


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NON MONETARY TERMS

Awarded by the country head and that thing is

been put up on the website that this person has

perform well in the organization.

That if there are any problems in there family

than the branch head also allow them to have a

leave so this way they are been motivated towork better an motivated toward doing work

well.


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COMPENSATING SALES PERSONNEL

If the employees are achieving the target of the

current account and the saving account then they

can achieve the incentive of Rs. 30000 per month

beyond there salary.

The target of insurance & mutual fund than they

are been also given foreign tour to them.

There are regular based gift are there for

achieving the target.

Petrol allowance and mobile allowance


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M ANAGING EXPENSES OF SALES

PERSONNEL

In the kotak mahidra bank there are different

types of expenses that are been reimburse at

different level for the sales officer there are flat

expenses are there that are to be paid to them on

every monthly base.


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SALES MEETING

These meeting are been done in 3 places.

In the bank branch in the conference room

Out side the bank branch.

On call.


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IN THE BANK BRANCH IN THE

CONFERENCE ROOM.

What does the customer ask them about the

product?

What are the problems they are facing while

answering the question of the customer? How to make the cold call more effective?


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OUT SIDE THE BANK BRANCH.

What will be the individual target that a sales

person has to achieve?

In this meeting the new branch head has come

there contact are been shared among all? In this meeting they also set they expense of the

employees?


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ON CALL

Branch manager & Area manager do meeting on

the conference call and discuss the problem and

try to sought it out. In this bank they have also

the video conferencing system is there


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CONTROL ON THE SALES EXECUTIVE.

Target for each and every sales man that is given

is 30 customer daily.

They have to make the DSR means the daily

sales report. And every evening they have tosubmit this sales report in the bank.

The Relationship manager also forced him to

bring out the business form this new customer.

If the executive is been found guilty than he is

been scold by the Branch manager like anything.


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Thank you

Ppt Sales Final Ggr

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