CG ENGINEERINGCOMPANY

ACHIEVING QUOTAS

Submitted by:
Vivek Mishra (0131PG008)
Pranay Bisht (0131PG026)
Nitin Soni (0131PG057)
Abhinav Mishra (0131PG021)
Ananta Shankara (0131PG049)

Brief about the case:

Mr. Ashok Desai ( regional sales manager) of CG
Engineering Company.
Mr. Ashok Desai was transferred from western region
to eastern region.
The company is not performing well in eastern region
on sales and profit.
Territory of eastern region states are West Bengal,
Bihar, Assam and Orissa

 Both sale engineers and industrial customer were new

to Ashok.
Sales engineer were compensated on straight salaries
like
house
rent
allowance
and
medical
reimbursement.
There was no incentive schemes

PROBLEMS IDENTIFIED IN THE CASE.

Sale person spending more time on travelling and
less time in selling.
Sales engineers were not covering market adequately
and not following the system of routing and
scheduling.
Lack of motivation, no freedom of operation and no
incentive scheme.
No recognition were given on getting good order.

Key Responsibilities
Effectively manage 11 sale engineer.
Achieve sale volumes
Achieve sale quotas (Profit)

Question 1
If you were Ashok , what would you do to
achieve the sales volume and contribution
quotas?

Tactics:
Build up method: It is a method of designing the
territories by building up from the control units.

Decide
Call
frequency

Calculate
number
of calls

Estimate
Workload
capacity

Make
tentative
territories

Develop
final
territories

Effective scheduling and routing

Routing
Since Sales Engineers spend more time in travelling than selling,
they should adopt one of the mentioned pattern to save on
time
Base
(B)

C1

B
C5

C4

C3

Straight line / Hopscotch

C2

Circular
Clover Leaf

4
4

Control unit

Other solutions
Motiving them in allotting a better allowance and
schemes.
Incentives should be given on percentage basis.
Performance to be awarded.
Sales quotas should be decided
Sales volume quotas
Financial quotas
Combination quotas
Individual counseling