Professional Documents
Culture Documents
DIGITAL ASSIGNMENT: 2
15BBA0036
Slot: G2
Managing Director
Vice President
Regional Manager
Zonal Manager: The Zonal manager looks in to the strategy to implement the sales.
Area sales Manager: The ASM will take care of some territories regarding daily sales activities.
Area Sales Executives: The ASE will take care of his district or particular areas that are appointed to
for him.
Front line comprises of Zonal manager, Area Sales Manager and Area Sales executives.
These people are responsible for execution of the sales function.
Account Management Practices
The company is majorly dealing with B2C business. The B2C customers division is made
from the corporate where at the regional manager level they divide the customers into
different categories based on their revenue, age or connections.
In case of B2B model where the accounts are required to be managed the entire sales force
i.e., from Zonal manage to Area sales executives are replaced with key account managers or
corporate account managers who will manage the respective clients.
The company does not recruit people through college placement in case of sales people but they
recruit for backend and technical functions. This is done because people with technical knowledge can
be brought for lower salary packages if recruited through college placements.
Training program
HR and respective functional heads do the new recruit induction program and employees for skill
enhancement training once in very quarter.
COMPENSATION
Compensation methods used for paying sales person
The company uses a common method for compensation that is fixed + variable+ incentives.