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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