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Kalyani Motors: Sales and Distribution Management Presentation - 1

Kalyani Motors is a dealership established by Shri S Anantha Raju in 2006 that currently sells and services Maruti Suzuki vehicles. Managing Director A Mohan Raju oversees operations including showrooms, workshops, and training programs to develop salespeople. The case focuses on Mohan Naidu, who struggled initially but became a top sales manager through coaching and setting goals. As his new boss, one would provide short-term sales management training, clarify his new responsibilities, and coach him for success. To develop salespeople, one would provide proper training, encourage collaboration, and use financial and non-financial motivation.

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Akanksha Singh [PG23]
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730 views9 pages

Kalyani Motors: Sales and Distribution Management Presentation - 1

Kalyani Motors is a dealership established by Shri S Anantha Raju in 2006 that currently sells and services Maruti Suzuki vehicles. Managing Director A Mohan Raju oversees operations including showrooms, workshops, and training programs to develop salespeople. The case focuses on Mohan Naidu, who struggled initially but became a top sales manager through coaching and setting goals. As his new boss, one would provide short-term sales management training, clarify his new responsibilities, and coach him for success. To develop salespeople, one would provide proper training, encourage collaboration, and use financial and non-financial motivation.

Uploaded by

Akanksha Singh [PG23]
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

KALYANI MOTORS

SALES AND DISTRIBUTION MANAGEMENT


PRESENTATION - 1
GROUP-5

SUBMITTED BY- SUBMITTED TO-


Prof. Hitesh Manocha
Akanksha Singh (047)
Kalpna Tiwari (054)
Suman Verma (086)
Vrishti Arora (075)
ABOUT KALYANI MOTORS-

• Established by Shri S Anantha Raju.


• Started dealership with Maruti Suzuki in 2006.
• Current MANAGING DIRECTOR – A Mohan Raju.
• Establishment of workshop on Mysore road naming “STATE-OF-THE-ART”.
• Impeccable sales showrooms and service workshops.
• Easy access to both rural and urban customers.
• Kalyani Motors believes in customers satisfaction and constantly aims to enhance its quality standards
to achieve perfection.
INSIGHT OF THE CASE-
• Salesman was judged on various parameters like sales target, test drives, answering enquires, evaluation of
old vehicles, selling Maruti genuine parts, accessories, and finally customer satisfaction.
• Shekhar Narang - Senior Sales Manager.
• Mohan Naidu - team sales manager.
• Salesman were trained at Kalyani Motors, as well as Maruti Suzuki ltd.
• Training happens 4 – 5 times every year.
• Contests like “Best Sales Consultant”, “Best Captain”, “Best Manager Area Wise”, “Best Manager Region
Wise”.
• Any short of unethical behavior wouldn’t be entertained. Actions would be taken instantly.
• Target potential customers according to their industrial background.
• “ SAILORS LURED BY SIRENS ”.
MOHAN NAIDU’S JOURNEY IN KALYANI
MOTORS-
• Mohan was a B.com with little knowledge, started with ground levels in the company.
• Struggling to meet his target during his probation period of 3 months.
• Was judged on daily, weekly, monthly basis during his probation period.
• Manager offered him support for learning and development.
• Shy nature of Mohan.
• Mohan was given a time period of 1 week to take major decisions. Later he asked his manager to
chart a career plan which helped Mohan deciding his goals and framing a short-term, and long-
term growth.
• 3 years of experience prior to his promotion. Mohan was topping charts on quarterly basis
constantly.
• Wanted to climb the ladder of corporate success.
• Doesn’t want his subordinates to face the same problem he faced during his initial days.
• Interested in learning and development of his people.
Q1: If you were Mohan’s boss, what you would do to ensure Mohan’s success as
the team sales manager?

 Short-term training on sales management.


 Aware the changes:
 Changes in goals and objectives.
 Changes in responsibilities.
 Changes in views.
 Changes in skill requirement.
 Changes in relationship.
 Give him direction:
 What do I need to do?
 How should I go about doing it?
 Why should I feel motivated to accomplish it?
 Coach them for success.
Q2: If you were the sales manager, what would you do to
develop the salespeople reporting to you?

• Proper training.
• Essential sales skills.
• Encourage collaboration.
• Develop powerful strategies and communicate them.
• Develop communication skills.
• Assessment
• Financial / Non- financial motivation
CONCLUSION-

• Showrooms located at convenient location and designed to offer a world-class


atmosphere to the customer.
• Keeping the key focus on quality and customer delight, Kalyani motors are fastest
growing Maruti Suzuki Showrooms in South India.
• Service Center are enabled with skilled personal, who can efficiently attend the
repairs for the entire range of Maruti Suzuki cars sold in Bangalore.
• Also, they are well equipped to provide excellent after sale service and facilities
like pickup and drop including 24 hours Helpline service.
THANK-YOU!

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