TATA MOTORS Sales Plan (TATA NANO) September2011 - December2011

ESSENTIALS OF A GOOD SALES PLAN

Establishing income and business goals.

Planning out income expected and then mapping the required sales necessary.

Profile top customers and prospects.

Research the marketplace where you are selling?

Map the types of customers and the kinds of products and services you can offer.

Target your sales based on potential sales force.

Build a sales forecast for each customer and prospect.

If gaps exist between what you are forecasting and your income plan, then you must immediately put plans in place to increase your prospecting to target new and existing accounts.

For prospecting, specifically describe your planned actions such as networking, cold calling, holding a customer event, etc.

 Develop a calendar and list the actions you will take in each account.

Sales Plan (TATA NANO)

Category
Target Market Customers with Rs.35000 &

Strategy
monthly incomes between

Rs.50, 000 with an age between the of 25 to 55. Positioning Statement Offering to customers Price Strategy Distribution Sales Strategy Service Strategy Promotion Strategy Marketing Research Any other component of the marketing plan SMALLEST CAR WITH FUEL EFFICIENCY. 3 Different Models. CHEAPEST CAR IN INDIA. Spacious TATA Car Showrooms & Distributors present in every nearby city Expand by 10% for the product line. Nearby Service Centers Availability with 1 year FREE MAINTAINENCE. Develop a new campaign that focuses on the positioning the product. Conduct customer audit and identify new market opportunities.

Few Tier II Cities to be focused are: Mangalore Nashik Bhopal Jalandhar Amritsar

 Dehra Dun
Action Plan Write Business Plan Define Account List Define Top 10 Targeted Prospects Send out Intro email to each prospect Meet with Top 10 Prospects Target Date 08/11 09/1 09/01 10/11 02/11 Completed? Yes Yes Yes Yes Yes

Raipur Haridwar etc.

Example of a Definitive Action plan -- Immediate objective

How to cover each territory by the number of Salesmens?

Each Territory will be divided in 4 Zones (East, West, North, and South).

Every zone would have 25 people.

 Each zone would have a Zonal Manager.

Under every Zonal Manager there would be

1 Manager 1 Team Leader & 22 salespeople.

The 22 salespersons would be handled directly by the Team Leader.

3 Routing Patterns of Sales people for Territory Coverage

ROUTING GUIDELINES Following these guidelines will help in ensuring that tours are as short as possible:

tours should be circular tours should not cross the same route should not be used to go to and from a customer customers in neighboring areas should be visited in sequence

ROUTING PATTERNS More efficient (shorter) routes will tend to exhibit one of these patterns:

1] Hopscotch

2] Cloverleaf Note that the cloverleaf pattern better follows the guidelines that were given above. Indeed, with the example territories and focal point above, the cloverleaf routes would probably require less travel time if such routing is possible on existing roads.

The above circular area was divided into five equally sized territories with a focal point at the center. A route to visit customers in the territories was then drawn in either a circular clover leaf pattern or in a hopscotch pattern. This way of making territories and of routing sales calls would be appropriate if, say, five salespeople reported to a common office in the center. It would also be appropriate if, say, a single salesperson was assigned to a remote territory and must divide the territory into five daily routes to visit customers once per week.

3] TERRITORIES WITH A CENTRAL FOCAL POINT: THE RAY SWEEP METHOD In the above example, all territories met at a central point. This could be a centralized office out of which all salespeople work. This sort of design could also be appropriate for a route salesperson who must visit customers once per week, with a Monday route, a Tuesday route, and so on.

To generate territories of approximately equal workload, divide the total number of customers and prospects that must be visited by the number of salespeople that are available to cover the area. If the area has five salespeople and sixty acounts which must be visited daily, then each salesperson would be assigned twelve accounts if these accounts are evenly distributed across the area. If there are no natural boundaries, start the process of generating the five territories by laying a strait edge through the central office pointing north. Draw a line directly from the central office to the edge of the circlular boundary. Now sweep the straight edge clockwise, like the second hand on a clock, and count the number of customer accounts that it sweeps across. When it sweeps across twelve accounts, draw another line from the central office to the edge of the circular boundary. Sweep the straight edge through another twelve accounts and draw another line. Keep doing this until five wedge shaped territories have been generated. These should all be approximately equal in workload.