|



Presented By
Abhishek Kumar Dubey
&
Gokul
 R |


r |
was started in 1982 as a joint venture
between the orbes (India) Group and
|lectrolux of Sweden.

r Business under Mr. Suresh Goklaney·s

leadership .

r |
installed a market barometer system in

2003 .
 è

r ÿhe products basically cover Vacuum Cleaners,
Water Purifiers, and Air Purifiers.

r | 9,400
r D
 243
r @    4
r r 
 106
 u R

r  
  
r Cold calls are made
r Product demonstrations conducted,
r |uro Cleans (Vacuum Cleaners) and Aqua
guards (Water Purifiers) are then sold by the
|
field sales force.
 D

r Selling the concepts relied on extensive
presentation, demonstration, and customer
objection handling.

r It can only be done through considerable

human interaction and there is
just one place that customers have
this time on hand:  .µ
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is split into 3 geographical regions, each led by a
COO.
Common central functions of finance, HR, marketing,
SCM, Iÿ and BD support all 3 divisions.

ÿhe |uro Champ, who is the customer sales specialist

takes the product to the customers· homes,
demonstrates it, and closes the sale.

our |uroChamps make up a group led by a group

customer sales specialist who functions as group leader.
|
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r Group leaders also have sales quotas.

r ÿeam leaders oversee 2 groups, 1 in which they function as

the group leader.

r |ach head of a CRC (HCRC) oversees 3 team leaders.

r ÿhe |uro Champ is focused solely on sales. ÿhe next three

levels above him need to sell and manage.

r HCRCs are managed by DDSMs or DSMs

r ÿhe DDSMs and DSMs by the SrDSMs or ASMs who

report, in turn, to a regional head.
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r Minimum 2 years university education, graduates
are preferred
r High achievement drive
r Reasonable spoken communication
and interpersonal skills
r Perseverance
r inancial requirements
  R 
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1. Morning field meeting.
2. Cold calling.
3. Daily activity reports, depositing
depositing payments, and
request delivery for closed sales.
4. Role--playing and mock de
Role demonstrations
monstrations for new
recruits .
5. Keeping up to date with product information in
terms of innovation and upgrades.
6. Closing sales, collecting payments, making courtesy
calls on existing customers, and generating
references or retraining customers.
ÿime |stimates for |uro Champ Daily ÿasks
 

r wew recruits are given 2 days to go through the handbook.

r ÿhey then spend 1/2 weeks shadowing a senior sales

representative before being assigned their own sales territories
and quotas.

r A 7-
7-day training program called
´My irst Week at |
µ is provided
and 2 days are given to absorb the
information from this training.
r Supplementary materials are distributed during the program
including a booklet detailing |
·s code of conduct and
information on the OYBS(Own Your Bike Scheme). Manuals
are translated into the local languages.
 u 
 
Reporting and feedback is 3 times in a day,

1. At the morning meeting before heading out on cold

cold--calls;

2. At the midday meeting to report on door knocking results

and morning demos;

3. And at the end-

end-of-
of-day review
to register afternoon follow
ups, demos, and sales numbers.
 *  



r Annual quotas are broken down into monthly
requirements of 60 product demonstrations and
a minimum of 10 sales closings per month.

r ÿhe |uro Champs are expected to average 50

customer contacts per day.
 | è 
r A |uro Champ's base compensation includes :
r Salary
r rent allowance
r a special pay
r a demo allowance (for customer sales
specialist probationers),
r a leave travel concession,
r a holiday bonus,
r medical reimbursement,
r and, when applicable, a travel reimbursement (or, for
representatives who did not possess a 2-
2-wheeler, a
reimbursement of travel expenses up to Rs. 600 per
month) .
 | è 
r Base salary is scaled against length of service, total sales, and
average sales over the last 6 months .
r A contingency compensation scheme based on number of
units sold could be invoked in the event of marriage or
hospitalization.
r Confirmed |uro Champs who maintain
contact with or retrained a customer 3 months
and 6 months from date of purchase can
earn an additional Rs. 30 and Rs. 40,
respectively. Payment under this plan,
termed the riendship Chain, can not
exceed Rs. 600 per month.
| è 
r An averagely successful salesman earns two-
two-
thirds of his monthly earnings through
commissions.

r ÿhis emphasis has an automatic sieving effect:

anyone who cannot learn to sell does not get
commission and hence earns less and exits very
quickly.
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r Doesn·t reward only on sales volume
r Points are given on successful completion of various stages
of selling process and compensation linked to the points
scored
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r It has well organized sales force which includes focused
leadership by |uro Champs.
r |ach |uro Champ has the groups working under him.
r |uro Champs have strict daily routine activities like Daily activity
reports, collecting payments etc.
r ÿhey provide well organized training programs for new
recruiters.
r Work takes place under proper supervision.