SM TECHNOLOGIES LTD.

UK based group.
Operations in 20 countries across 5
continents.
Launched services in India in 2001.
Built state-of-the-art optic fibre
telecom networks in India.
Offered broadband enabled internet
services.
Operates in 10 major Indian cities.
Fastest growing broadband player.
Achieving 40% growth in sales and
profit from the companys Bengaluru
branch office for the year 2004-05.
Reliance Infocom
Airtel
VSNL (Tata Teleservices)
BSNL
Hathway
Satyam Infoway (Sify)
Spectranet
Branch Head
Sales Manager
Reatil
Sales Manager
Corporate
Asst. Sales Manager
Retail
Asst. Sales Manager
Corporate

Salespersons
Corporate
Salespersons
Domestic/Home
Different salespeople for corporate
and domestic clients.
Corporate clients direct
employees.
Domestic clients contracted
employees.
Direct employees Fixed
Compensation.
Contracted employees commissions.
Tie-up with a leading sales
training institute.
Direct distribution channels.
Online selling through its website.
Corporate clients direct
employees.
Domestic client contracted
employees.
Separate team of
engineers/technicians for
installations and after-sales
services.
Participated in national and
international trade shows.
Advertise regularly in telecom
journals/internet.
Sponsor for cricket matches.
Third party references.
Differentiation.
Reduce Costs.
Effective.
Addressed the issue of sales
manipulation.
Proper training given to
contractual salespersons.
Effective but time consuming
distribution strategy.
Effective promotion strategy.

Put a shopping cart on the website.
Create an effective incentive
system for both the employees.
Encourage your salespersons to
upsell.
Tier your customers
Set up a customer rewards program
Create Gap Teams

Contd
Determining customers channel
preferences and comparing these
preferences with actual
availability.
new distribution channels.
Examining competitors strategies
and comparing them and their
effectiveness with
the companys.

THANK YOU