Eureka Forbes

• Shapoorji Pallonji Group Formed in 1982.• 131Cities &398 towns in India. • Employees over 7000 Touched 1.25 million

Indian homes and adding 1,500 customers daily. • Water Purification Systems, Vacuum Cleaners,

Air Purifiers & Security Solutions. • Eureka Forbes enjoys 70 % market share in the

country

Challenges

• High end concept product which was not known to consumers.

• Retailing was impossible as the product required extensive presentation, demonstration and customer objection handling.

• It can be resolved only through human interaction and thus they employed personal selling.

Sales strategies

• Followed globally tried and tested direct selling strategy.

• Created awareness before it sold Eureka as a brand.

• Sales personnel were highly motivated and targeted right people.

• Continuous innovations to the basic product.

Life line of Eureka

• Two types of Sales Representative • CCD - Corporate Care • Leads are provided by superior, no cold calling,

handle business to business clients. • THE EURO CHAMPS • They are the only interface between organization

and the customers. • The revenues of EFL directly depends on

Eurochamp’s attitude, skill and motivation.

Euro champs typical task

• Information gathering.

• Informing customers.

• Prospecting.

• Monitoring competition.

• Maintaining relationship.

• Persuasion.

• Installation and demonstration.

Personal selling processProspecting

Preparation and planning

Initiating Contacts

Sales presentation

Handling objections

Negotiations

Closing sales

Follow up and account management

Prospecting

• Identify and qualify prospects. • Companies qualify the leads by contacting

them by mail or phone to assess their level of interest and financial capacity.

• ‘ Hot’ prospects are turned over to the field sales force.

• Warm prospects to telemarketing units. • It takes about 4 calls on a prospect to

accomplish a business transaction.

Preparation & planning

• Eurochamp needs to learn as much as possible about the prospect .

• He should set call objectives: to qualify the prospect, gather information, make an immediate sale.

Initiating the contacts

• Eurochamp makes a phone call to the prospect to get an appointment for demonstration.

Sales presentation

• Sales person tells the product “story” to the buyer, using features, advantages, benefits and value approach.

Handling objections

• Customers pose

• Psychological resistance.

• Logical Resistance.

• To handle such objections sales person maintains a positive approach.

Negotiation

• Eurochamp need to negotiate on issues regarding price, contract completion time, Quality of goods and services offered and product safety.

Closing Sales

• Closing signs from the buyer includes physical action, Statements or comments and questions.

• Eurochamp provides buyer with minor choices such as colour or size, or indicate what the buyer will lose by not placing the order now.