SM TECHNOLOGY LTD Developing Sales and Distribution Strategies

NewGate India

SM TECHNOLOGY LTD. Company Background

Company Philosophy

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• Established in 1999.

• Service launched in INDIA in 2001

• Provides one of the inventory to the marketplace

focused on semiconductor manufacturing.

• Has operations in 20 countries across 5 continents

• Across 10 major cities in INDIA

• Mr. SATISH MEHTA is the CEO of Indian

operations

• Company registered office in Mumbai

.

company philosophy is to provide the best

equipment available in the marketplace at a

competitive price and our mission is to focus on

customer satisfaction.

Website: http://smteco.com/

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SM TECHNOLOGY LTD

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S T

P

• Corporate

• Domestic users Target

Customers

• Broadband

• Internet Segmentation

• Fantastic surfing

• Downloading speed Positioning

SM TECHNOLOGY LTD

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PRODUCT

PLACE

PROMOTION

PRICE

4P’s of MARKETING

SM TECHNOLOGY LTD.

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PRODUCT

PLACE

PROMOTION

PRICE

4P’s of MARKETING

Product

Services

Features

• Fiber optic telecom network

• Broad band internet service

• Data connectivity

• Voice Connectivity

• International Bandwidth

• Managed Services

• Fantastic Surfing

• Downloading speed

• Live Audio & Video

• Chat & Gaming

SM TECHNOLOGY LTD.

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PRODUCT

PLACE

PROMOTION

PRICE

4P’s of MARKETING

•Vishakhapatnam • Bangalore

• Chennai

• Hyderabad

• Delhi

• Mumbai

• Pune

• Surat

• Ahmedabad

• Baroda

WEST NORTH

EAST SOUTH

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PRODUCT

PLACE

PROMOTION

PRICE

4P’s of MARKETING National &

International Trade show

Internet

Exhibitions Telecom Journals

Exhibitions

Sponsors for cricket

Matches

Third party References

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PRODUCT

PLACE

PROMOTION

PRICE

4P’s of MARKETING

PRICE ___________________________

Company’s internet telephony service was a great cost saver

for users to wanted to make international call to their near

& dear ones.

COMPETITORS

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COMPETITORS

SALES STRATEGY

SALES STRUCTURE

DISTRIBUTION CHANNEL

SALES STARTEGY

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SALES STRATEGY

COMPETITORS

SALES STRUCTURE

DISTRIBUTION CHANNEL

Corporate Sales force

(B2B)

Sales engineers

( Direct employees)

Fixed salary

+

Commission (Based on

Performance)

Domestic Sales force

(B2C)

Contract Based

Straight Commission

Method

SALES FORCE

SALES STARTEGY

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SALES STRATEGY

COMPETITORS

SALES STRUCTURE

DISTRIBUTION CHANNEL

Salespeople were given sales quota ( target)

Further divided to weekly & daily sales target

Salespeople had to submit daily report

No chance of any manipulation

Over promising of customers not allowed

Daily sales report:

1. Client Visit

2. Competitors’’ price

3. Strength &Weakness

REQUIRED SKILLS & TRAINING

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SALES STRATEGY

COMPETITORS

SALES STRUCTURE

DISTRIBUTION CHANNEL

Technical knowledge

Communication skill

Negotiation Skill

Selling Skills

ORGANIZATIONAL SALES STRUCTURE

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SALES STRUCTURE

COMPETITORS

SALES STRATEGY

DISTRIBUTION CHANNEL

LINE SALES ORGANIZATION

BRANCH HEAD

Sales

Manager-Corporate

Assistant Sales

Manager-Corporate

Salespersons-Corporate

Sales

Manager-Retail

Assistant Sales

Manager-Retail

Salespersons-Domestic/home

Distribution Channel

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DISTRIBUTION CHANNEL

COMPETITORS

SALES STRATEGY

SALES STRUCTURE

• Ensuring long term business relationship

• Ensuring customer satisfaction Sales force

• Online selling

• Order from home Website

• Proposal, sales presentation

• Negotiation & closing the sale Tele-

marketing

• Installation

• After Sales Service Engineers/

Technicians

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SM TECHNOLOGY LTD Developing Sales and Distribution Strategies

NEW STRATIGIES / TACTICS

TO ACHIEVE TARGET

TARGET : 40% growth in sales

New strategies & Practices

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•Vishakhapatnam • Bangalore

• Chennai

• Hyderabad

• Delhi

• Mumbai

• Pune

• Surat

• Ahmedabad

• Baroda

WEST NORTH

EAST SOUTH

Expand their broadband services in non targeted Eastern & Northern Region. Industrial Hubs like Kolkata,Noida, Gurgaon, Bhubhaneswar, can be targeted.

New Promotional Stratigy

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Co-branding

Discounts at Retail Outlet

Free trial offers

Catalogue Marketing

Television Advertisement

New Promotional Stratigy

Distribution Channel

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• Selling done by Retail outlets

• Available in major electronics stores

Retail outlets

• Advertisment of products

• Order through toll free numbers bottom the screen

TV SHOPPING

ORGANIZATIONAL SALES STRUCTURE

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LINE SALES ORGANIZATION

SALES TRAINING MANAGER BRANCH HEAD

Merketing Research Manager

Sales

Manager-Corporate

Assistant Sales

Manager-Corporate

Salespersons-Corporate

Sales

Manager-Retail

Assistant Sales

Manager-Retail

Salespersons-Domestic/home

Promotional Manager

REQUIRED SKILLS & TRAINING

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Leadership Skills

Problem-solving skills

Supervising salesperson

Ability to read customer’s mind

Separate training

__________

For corporate & domestic salesperson

On Job Training

__________

Salesperson should be given on field training to have a better understanding

Feedback & Assesment

Salesperson performance should be assesed frequently from the customers

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