GE Countrywide Case Study

What are the roles and functions of direct sales associates in GE Countrywide?
The GE Countrywide Company operates in 62 locations across the country and works with Indian
customers to support them satisfy their need for fast and easy loans.
Roles of the Direct Sales Associate
Making consumers financially satisfied by providing easy and quick loans for their work
Governing the retail market segment with full capital help
To boost the company's sales
Functions of Direct Sales Associates
To support the GE Countrywide by enforcing the marketing strategy of activities such as road
shows, announcements of loan arrangements, distribution of pamphlets, meals of loans, etc.
Collection of the customers ' primary data
Create the files by collecting KYC’s from the customers for accurate information
Detail of clients who can become future consumers
Meet the company's sales target
Provide consumers with the correct information about the company's loans

Analyse the diagram and explain various steps in sales management in GE Countrywide
GE Countrywide is the organization that for its smooth functioning practices a procedural panned
flowchart. It works with the belief of PULL and PUSH strategies for marketing loan products. The
company follows the below steps to achieve its target:
Providing contact number: Originally, the company provides consumers with its contact
numbers that are toll-free, allowing customers to call without the inconvenience of charges
being added.
Application stage: The primary motive for this stage is the collection of customer data by
various means or the promotion of the loan plans. Secondary is filling the application for the
same. The schemes such as events and sponsorship, loan melas, newspaper advertising and
road shows are used at this stage to attract customers. Name: Aditya Pal Roll number: 17005
Section: ‘A’
Document analysis stage: This stage follows the above stage. In this, the collected data will be
checked and confirmed for the applicant's further procedure. Customer Leads & questions and
new customer documents will be reviewed and analysed
Eligibility analysis stage: When the application is forwarded the stage comes where the
company applies the eligibility criteria for the applicants. These jobs are done by the
telemarketing executive, direct sales associates or marketing executives.
Capacity analysis stage: The stage analysis analyses potential customers who can be the
companies ' high and long-value buyers. Even the old customers who are already joint with
the company their capacity is judged. This division is taken by the relationship manager.
Deviation analysis stage: Knowing the customers who can deviate in future is seen in this
step.
Risk analysis stage: Here the branch manager analysis the risk involve in the loans provided
to the customers.
Final approval: The last stage is to approve the customer detail and granting him/her the loan.
Why should a firm like GE Countrywide maintain a customer data base? In what way
is it helpful in the company?
GE Countrywide is the loan-processing service. It must hold the number of documents containing the
customer's complete information. This type of business works in tremendous data traffic and also has
many obligations. Following are the reasons that why the company need to maintain the data base:

❖ To count the number of applicants as well as customers involve in the company

❖ To retain the old customers
❖ To manage the details of the existing customers
❖ To operate the managerial functions of the company
❖ To find the authentication of the customer
❖ To regain the loose customers
❖ To maximise the sales of the company
❖ For the official consideration
❖ To know the amount provided by the company to the customers from their verified
documents
❖ To retarget the already existing customers
❖ To maintain the financial records of the company
❖ To make plans and proceed in future
Maintaining the company's database helps the business expand both financially and in terms of
customer base. An entity may perform many tasks with the updated database, which can only be
performed with authenticated information. The business like GE Countrywide is operating in the
financial sector so it needs to keep records so that any clarification or conflict within the company can
be prevented. So to run the business efficiently, the company's records must be managed.