Ajax Limited

By: Group 6
Abhishek 231009
Aditya Nagpal 231013
Aniroodh Raizada 231024
Anupreet Kaur 231030
Divyanshu Tripathi 231055
Gursimran Singh 231060

Current Selection Process in ACD

Current

strength 78 employees
Offices- 4 regional in 4 metros and Pune,
Jamshedpur, Vadodra and Secundrabad
Each region has around 18 to 20 employees
Selection criteria

Strong fundamental knowledge in engineering

Initiative
Communication skills
Team player

Current Induction Process in ACD

3 Months Induction Period

During First Month Basic Introduction

At least 15 trainees at a time
Visits to all manufacturing units of AJAX
Presentations on AJAX
philosophy, mission, R&D, Quality Initiatives,
Structure and the manufacturing process

Organisation

During Second Month Divisional Training

Proper mentoring through assignment of a mentor from the
division for division specific training program.
Extensive exposure to the technology, products and
processes of the division.
Practical knowledge through customer visits, observing
installations in progress, attending inter-divisional meetings.

 During

Third Month

Minimum 4 weeks are spent at an AJAX branch in the

company of senior sales engineer of the division.

At the end of 3 months, the trainee has to give a

presentation
in front of Divisional Head, Trainees Mentor, Division HR
Head and Corporate HR.
To showcase the knowledge he/she has gained over the
period of time.

Suggestions

Reducing the first month introduction to 2 weeks

instead of 4 weeks
Covers the introduction and presentations about the
company and reducing the visits to critical manufacturing
sites of AJAX.

4 Weeks of Divisional Specific training program.

Exposure to technology, products and processes.
Visits to customer sites, Observing installations
progress, Attending inter-divisional meetings.

10 weeks in AJAX Branch with Senior Sales Engineer.

in

Identify the training needs of Ajax for

sales Engineers and/or Sales supervisors.
Please decide how many will you train,
where and when
Weakness

Forecasting
Prospecting for Business
Influencing Consultants
Training

Needs

Time management
Selling Situations
Selling cycle
Challenges associated with Ajax ltd.
Conceptual Foundation that allows sales
engineers to improve responses to issues
encountered in Field Work

PART 2
We

will train 15 young sales

Engineers.
Training will be organized at the
institutions premises for close
monitoring and measuring
effectiveness.
Training Period: December Month

Evaluation of Training Options

Premier Institute of
Management

Programme

Days

Venue

Cost

Aimed at

Sales
Management

4 Nov to 7 Nov,
1997

Institute

12000

Regional Managers, Branch

Managers, Area Sales
Managers

Negotiation

11 Dec to 13 Dec
1997

Institute

9000

Manager in Sales, Purchase,

Commercial and HR
functions

Industrial
Marketing

5 Jan to 9 Jan
1998

Institute

15000

Sales Executive and Sales

Supervisors in firms engaged
in industrial products and
services

The emphasis at this institute is on:

Management Development
People with certain amount of
experience
Our Aim :
Forecasting: Sales Management
Prospecting for Business: Industrial
Marketing
Does
Influencing
not have Consultants:
expertise in foundational
Negotiation
Training
programme
for issues of selling
situations encountered in field.

Training needed in all areas

Jupiter India
Proprietary Sales Platform better time
management and productivity
Shown good results in PHD division sales
engineers
Commitment to post training reviews
Employee competence and customer satisfaction
Cost:
Rs.35000 per day for up to 10 participants
Average duration = 3 days
For 15 participants:
Cost = 35000*3*1.5 = Rs. 1,57,500

BIS
Expertise in :
Sales Maximization, Customer Relationship Management,
Customer Centric Management
High Experience : Team of 100 consultants from diverse educational
background of 8-20 years of experience
Multi Language and Vernacular delivery capability
Training company and dealer salesman: Thus satisfy need of good
conceptual framework of field selling situations.
Exclusive provider of EARN: High value sales: Solve low influx of new
orders
Cost: 150000 for 15 persons
Total Cost = Rs.600000 (4 batches of 12 people each)

Best Option
48 (12*4) people at 4 locations
(Decentralized)

Thank You