PRASHANT TAMANG SENIOR SALES OFFICER HIGHLAND TOYOTA SHILLONG 12th STD QUESTIONNAIRE GENERAL QUESTIONS 1.

How long have you been in the company? a. 2yrs 2. How long have you been in sales? a. 4yrs 3. Describe your customers a. High value customers 4. Things you like most about the job a. Marketing information system( icrop system of Toyota) 5. Things you like least about the job a. Strict timings given, especially in the morning. Eg, biometric scanning before 9am. If this is not done, then full day salary gets cut. 6. What is your selling philosophy? a. Know your customer very well. b. Follow up on hot prospects. 7. Your attitude about quotas, paperwork and sales managers. a. Lots of paperwork done on follow-up of customers b. Sales managers are usually selected from the sales persons 8. What is the most satisfying sale you have ever made? a. Sold the first 4wd automatic Toyota fortuner in shillong 9. What is the most embarrassing thing that has happened to you during a call. a. Running out of fuel on a test drive 10. Would you recommend someone a career in sales? a. Sales requires a lot of field work. The person has to be adaptable to various situations.
SALES FORCE STRATEGY AND STRUCTURE 1. What type of sales force structure do you follow. a. Territorial sales force structure b. Product sales force structure i. This one c. Customer sales force structure d. Complex sales force structure

2. What is the sales force size? a. 22 ( 5 seniors and 17 juniors) 3. Based on what parameters have you decided on the sales force size. a. Based on the instructions given by the head office in guwahati. 4. What is the size of field sales team? a. 18 5. What is the size of the in-house sales team? a. 4

RECRUITING AND SELECTION OF SALES PEOPLE 1. What is the minimum educational qualification for a salesperson in your organization? a. 10th, matric pass 1. Does your organization prefer freshers or people with work experience? a. Work experience 2. What are the key traits that are essential in a good sales person? a. Communication skills 3. How does your company advertise or look for job applicants? a. Word of mouth and newspaper ads 4. What are the different methods or medium of advertising ? a. Billboards and newspaper ads 5. Does your company carry out campus recruitment? a. no 6. Does your company follow the following procedures: a. Tests - basic numerical ability and English tests b. Intervie ws - yes

TRAINING SALESPEOPLE 1. What kind of training did you undergo? Was it an: a. Exclusive training - no b. On-job training yes, in the head office 2. How many months of training did you undergo? a. 2 months of training, but they are given the tasks of selling cars right from the first week. b. Probationary period is 6 months. 3. What were the methods of training? a. Seminars? - yes b. Sales meetings? c. Web e-learning? 4. What is the cost-estimate of the training provided? a. Not aware 5. Was the training beneficial? Is it relevant to the job that you do.? a. Yes. Helpful if you are in the automobile sector.

6. What is the minimum training period for a new salesperson? a. 2 months 7. What techniques are followed when Training a. Give demos about various car models. b. Theoretical knowledge was imparted through a classroom training. 8. Is e-training method used in the company? Eg. Through skype.? a. No 9. Are travelling and lodging allowances given during training? a. Yes 10. How was the 1st sales call done. Individually or accompanied by someone? a. Accompanied by senior sales officer 11. In continuing sales training for existing employees are these methods used: a. seminars b. sales meetings - yes c. e-training methods no etraining methods 12. Are sales persons trained for one specific product or a variety of products? a. Variety of products 13. In your organization, which team generates more revenue? The in-house team or the field sales team? a. Field sales team, since the showroom is located considerably far away from the main city. COMPENSATING SALESPEOPLE 1. What compensation do you get? a. Straight salary b. Straight commission c. Salary plus bonus d. Salary plus commission straight salary plus commission 2. Are you satisfied with the compensation provided? a. Yes with the straight salary, but not with the bonus. 3. 33% of the salary is incentives, to what extent change in sales affect your salary? 4. What is the structure of the compensation offered to you? a. Fixed amount(stable income) b. Variable amount(commissions or bonuses based on sales performance, rewards for greater efforts and success) c. Expenses d. Fringe benefits 5. What has the highest component? Fixed component or commission component? a. Depends on the number of cars sold and the prices of the cars. 6. Are you satisfied with the compensation plan provided to you? 7. Does the compensation plan motivate you? Motivation 8. Do you receive appropriate motivation from your sales manager?

9. 10. 11. 12.

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a. Sales meetings are conducted every morning for 15mins Do you enjoy your job? a. yes Do you have any sales quotas amount that you need to sell? a. The sales force are divided into teams and they are given team quotas How sales have been divided among the companys products? a. According to previous period sales performance Does your company celebrate your successes? a. Yes, every 6 months, performance is evaluated and an award is given to the most outstanding sales person. What kind of honors, merchandise and cash awards, trips, profit-sharing plans have been awarded to you.? a. Merchandise like Toyota pens, flasks, tshirts, hats etc.

SUPERVISION AND MOTIVATION OF SALESPEOPLE 1. How is the supervising of the sales force done? a. Sales force is divided into teams and there is a team leader who reports to the sales manager who in turn reports to the general manager. 2. Whom do you report to? a. Sales manager 3. Is the reporting done weekly, monthly or annually? a. weekly 4. Does the management specify how much time the sales force should spend prospecting for new accounts and meet the existing clients? a. Yes. New people. 5. What percentage of your time in work is spent on active selling? a. About 50 percent of the time. 6. Are you accompanied by and superiors when you meet an important client? a. No. Only junior sales officers are accompanied by senior sales managers. 7. Do you use internet to interact with and serve the customers? a. no 8. What percentage of your sales happens online? a. nil 9. What web based technologies are used in your organisation for the purpose of supervision? a. 10. Is there any supplementary training that happens frequently? a. Yes, when a new product is launched, training is given in that. 11. What kind of guidance is provided by the supervisors? a. Guidance is not usually provided after the training period, some guidance is given if the sales officer is handling a large account. 12. How is the motivation done? a. 13. What is the rewards/perks given? a. Every six months, based on performance/ amount of revenue generated. 14. What is the parameter for the appraisals?

a. Sales revenues 15. What types of sales quotas are set for the perks system? a. 16. Are there any sales contests that happen in your company? 17. Any other incentives like honours, cash awards and profit sharings?

EVALUATION OF SALESPEOPLE AND SALES-FORCE PERFORMANCE 1. How many times do you give your sales report? In what format? a. Sales report is given by the sales manager on a weekly basis. 2. In what manner you report completed activities? a. Call reports b. Expense reports - yes 3. Are you ever asked to give feedback for other salespeople? How is it, written or oral? a. oral 4. Do you follow a certain plan for your work? a. Yes, according to the cold-calls made and the number of hot prospects. 5. Is the plan provided by the management? a. Yes. GENERAL QUESTIONS 1. Are you aware of the sales force and marketing objectives? a. yes 2. What kind of background info search should you do? a. Background info search on customers is done. 3. How competitive is the industry? a. Very competitive since Toyota does not sell cars below the 5 lakh range. 4. How do you find it selling the product when you have another product which is a close competition? a. Its difficult since we have to emphasize on the quality of our products to price conscious consumers. 5. Do you like your job? a. yes 6. Which role do you play? a. Team leader 7. What type of a good is your product? a. High value 8. What according to you is the role of salesmen? a. Push the product 9. What do you do sales job? Money/thrills? a. Money, survival 10. How do you classify your customers? a. 30% are commercial customers and the remaining are non-commercial 11. How do you target your customers?

a. Customers are targeted according to income. 12. How do you identify new customers? a. Field sales team identifies new customers.

BACKGROUND QUESTIONS 1. What is your product? a. High value cars 2. What is your role in sales/marketing? a. Team leader 3. What are the kinds of customers you are catering to? a. High income group customers 4. What is the industry scenario? a. Highly competitive 5. How competitive is the market? 6. Who are your prime competitors? a. Maruti, Hyundai, Honda, and volkswagen