The document summarizes a presentation about a field visit to Eureka Forbes. It describes the daily briefing and schedule, hierarchy and commission structure, territory design and routing process, the presenter's experience shadowing a team leader and learnings from it, as well as areas for improvement. The experience highlighted the importance of tactics, communication skills, and dealing with different customer personalities and challenges in field work.

1. Presentation on Field Visit (Eureka Forbes) MohitMalviya

2. Briefing… Briefing is till 8 o’clock in the morning 8:15 to 11:15 is household knocking 12 to 2 reporting including lunch 2 to 4 commercial knocking 4 to 5 reporting 5 to 8 demos if any/fresh knocking Last reporting

3. Hierarchy…. National Head General Manager Area Sales Manager Divisional Sales Manger Deputy Divisional Sales Manage Branch Manager Head of Location Team Leader Group Leader Customer Sales Specialist

4. Commission Plan & Target Cycle 1-5 machines 110 Rs/machine 5-8 machines 180 Rs/machine 9-12 machines 210 Rs/machine 13-15 machines 260 Rs/machine 16-20 machines 290 Rs/machine * with petrol 2 liter/unit extra They have a cycle of 28 days and sets target accordingly and they have a weekly closing of 7 days

5. Territory Design and Routing and Scheduling… Territories are designed by the upper level management through considering 4 parameters: Selecting a basic geographical control unit Determining the sales potential present in each unit Combining units into tentative territories Adjusting the differences in coverage difficulty They use clover leaf territory shape in which customers are located randomly through a territory

6. Experience…. My experience was awesome because I went with the Team Leader Mr. Vijay Bhardwaj and he told me minute things about the knocking, the presentation, greeting, and the way of convincing. He influenced me to knock the door and communicate with the people. He is very tactical* I learned a lot from him and he also said that we have to submit a daily activity report in which they have the details of the whole day about the field

7. Learnings…. Field work is not easy but very interesting Convincing is difficult Short-tempered people cannot survive Work with tactics Monitoring is not effective Perception about CSS has changed (appearance, dressing, communication etc.) Lack of motivation

8. Areas of improvement…. Skilled sales force Continuous product innovation Problem should resolve within 12 hours (service) Proper training and grooming Effective monitoring Motivating sales force Delight the customers with service, response time, gifts, discounts etc.

9. thanx