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1. Developing Sales & Distribution Strategies
Presented by:-
Ketan thakur
Nikhil Mahindra
Jaykishan lauhana

2. SM TECHNOLOGY LTD.
Company Background
• 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
. 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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3. SM TECHNOLOGY LTD
Target • Corporate
Customers • Domestic users
S T
• Broadband
Segmentation
P • Internet
• Fantastic surfing
Positioning
• Downloading speed
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4. SM TECHNOLOGY LTD
4P’s of MARKETING
PRODUCT
PLACE
PROMOTION
PRICE
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5. SM TECHNOLOGY LTD.
4P’sof MARKETING
PRODUCT
• Fiberoptic telecom
network
Product • Broad band internet
service
PLACE • Dataconnectivity
• Voice Connectivity
Services • International Bandwidth
• Managed Services
PROMOTION • Fantastic Surfing
• Downloading speed
Features • Live Audio & Video
• Chat & Gaming
PRICE
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6. SM TECHNOLOGY LTD.
4P’sof MARKETING
• Mumbai
• Pune
• Surat • Delhi
PRODUCT
• Ahmedabad
• Baroda
WEST NORTH
PLACE
SOUTH EAST
• Bangalore •Vishakhapatnam
PROMOTION
• Chennai
• Hyderabad
PRICE
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7. SM TECHNOLOGY LTD
4P’sof MARKETING
National &
International
PRODUCT Tradeshow
Telecom
Journals Exhibitions
PLACE
Internet Exhibitions
PROMOTION
Sponsors for
cricket Third party
PRICE Matches References
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8. SM TECHNOLOGY LTD
4P’sof MARKETING
PRODUCT
PRICE
___________________________
PLACE Company’s internet telephony
servicewas a greatcostsaver
forusers towanted to make
international call to their near
PROMOTION
& dearones.
PRICE
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9. COMPETITORS
COMPETITORS
SALES
STRATEGY
SALES
STRUCTURE
DISTRIBUTION
CHANNEL
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10. SALES STARTEGY
SALES FORCE
COMPETITORS Corporate Sales Domestic Sales
force force
(B2B) (B2C)
SALES
STRATEGY Sales
engineers Contract
( Direct Based
employees)
SALES
STRUCTURE Fixed salary
+ Straight
Commission Commission
DISTRIBUTION (Based on Method
CHANNEL Performance)
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11. SALES STARTEGY
Salespeoplewere given sales quota ( target)
COMPETITORS Further divided to weekly & daily sales target
Salespeople had to submit daily report
SALES
STRATEGY No chanceof any manipulation
Over promising of customers notallowed
SALES
STRUCTURE
Daily sales report:
1. Client Visit
2. Competitors’’ price
DISTRIBUTION 3. Strength &Weakness
CHANNEL
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12. REQUIRED SKILLS & TRAINING
Technical knowledge
Communicationskill
COMPETITORS
Negotiation Skill
SALES Selling Skills
STRATEGY
SALES
STRUCTURE
DISTRIBUTION
CHANNEL
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13. ORGANIZATIONAL SALES STRUCTURE
LINE SALES ORGANIZATION
COMPETITORS
BRANCH HEAD
SALES Sales Sales
STRATEGY Manager-Corporate Manager-Retail
Assistant Sales Assistant Sales
SALES
Manager-Corporate Manager-Retail
STRUCTURE
Salespersons- Salespersons-
Corporate Domestic/home
DISTRIBUTION
CHANNEL
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14. Distribution Channel
• Ensuring long term business
relationship
COMPETITORS
Sales force • Ensuring customersatisfaction
• Online selling
SALES Website • Order from home
STRATEGY
Tele- • Proposal, sales presentation
SALES • Negotiation & closing the sale
STRUCTURE marketing
DISTRIBUTION
Engineers/ • Installation
• After Sales Service
CHANNEL Technicians
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15. SM TECHNOLOGY LTD
Developing Sales and Distribution Strategies
NEW STRATIGIES / TACTICS
TO ACHIEVE TARGET
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TARGET : 40% growth in sales

16. New strategies & Practices
• Mumbai
• Pune
• Surat • Delhi
Expand their
• Ahmedabad broadband services
• Baroda in non targeted
WEST NORTH
Eastern &
Northern Region.
SOUTH EAST Industrial Hubs
like
Kolkata,Noida,
• Bangalore •Vishakhapatnam
• Chennai Gurgaon,
• Hyderabad Bhubhaneswar,
can be targeted.
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17. New Promotional Stratigy
Co-branding
Catalogue Free trial
Marketing offers
Discounts
Television
at Retail
Advertisement
Outlet
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18. Distribution Channel
• Selling done by Retail outlets
Retail • Available in major electronics
stores
outlets
• Advertisment of products
TV • Order through toll free
SHOPPING numbers bottom the screen
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19. ORGANIZATIONAL SALES STRUCTURE
LINE SALES ORGANIZATION
SALES TRAINING
MANAGER BRANCH HEAD
Sales Sales Promotional
Merketing Research Manager
Manager Manager-Corporate Manager-Retail
Assistant Sales Assistant Sales
Manager-Corporate Manager-Retail
Salespersons- Salespersons-
Corporate Domestic/home
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20. REQUIRED SKILLS & TRAINING
Leadership Skills
Problem-solving skills
Supervising salesperson
Ability to read customer’s
mind
Separate On Job Feedback &
training Training Assesment
__________
__________ Salesperson
For corporate Salesperson performance
& domestic should be given
should be
salesperson assesed
on field training frequently from
to have a better the customers
understanding
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21. QUS:-Would you like to suggest any new strategies or tactics in order to achieve the
target?
 Expand operations in the other Tier-I cities.
 Reorganize the sales force for corporate customers, service wise
 Ensure reduction of churn of sales force if any. Motivate the
contractual sales force by offering benefits to top performers.
 Develop a focussed strategy of promotion for the domestic
customer market
 Also focus on the after sales service
 Effectively use the distribution channel-reach out effectively to
customers
 Customer Retention :
 Past client reactivation
 Value Sell

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