Sales & Distribution Assignment

Competency Chart for Sales People

Group No : 12

Group Members-
 Pankaj Thaman (2235360)
 Brijesh Kr Singh (2235359)
 Lankesh Madane (2235465)
 Mahadev Koley (2235440)
 Mukesh Kr Bhol (2235762)
 Content

 About Tata Motors

 Changes in Business Environment
 Changes in Market Structure
 Changes in Consumer Expectations (End Consumer)
 Changes in Customer Expectations (Channel partners)
 Changes in Technology
 Competencies and Skill Sets of Sales People in Automobile
 Changes in Competencies and Skill Sets of Sales People in Automobile
 About Tata Motors
Tata Motors Limited, a USD 42 billion organisation, is a leading global automobile manufacturer with a portfolio that covers a wide range of
cars, sports vehicles, buses, trucks and defence vehicles. Our marque can be found on and off-road in over 175 countries around the globe.
Founded in 1945 as a manufacturer of locomotives. the company manufactured its first commercial vehicle in 1954 in a collaboration with
Daimler- Benz, AG, which ended in 1969. Tata Motors entered the passenger vehicle market in 1991 with the launch of the Tata Sierra,
becoming the First Indian manufacturer to achieve the capability of developing a competitive indigenous automobile. In 1998, Tata launched the
First Fully Indigenous Indian Passenger Car, the Indicia, and in 2008 launched the Tata Nano, the world's cheapest car. Tata Motors acquired the
South Korean truck manufacturer Daewoo Commercial Vehicles Company in 2004 and purchased Jaguar Land Rover from Ford in 2008.
Tata Motors Limited is India's largest automobile company, being the leader in commercial vehicles in each segment, and among the top three in
passenger cars. It is the fourth largest truck and bus manufacturer globally. The company has several manufacturing units in India spread across
Jamshedpur (Jharkhand), Pune (Maharashtra), Lucknow (Uttar Pradesh), Pantnagar (Uttarakhand), Sanand (Gujarat) and Dharwad (Karnataka).
Our new passenger cars and utility vehicles are based on Impact Design and offer a superior blend of performance, driveability and connectivity.
Our focus on connecting aspirations and our pipeline of tech-enabled products keeps us at the forefront of the market. We have identified six key
mobility drivers that will lead us into the future – modular architecture, complexity reduction in manufacturing, connected & autonomous
vehicles, clean drivelines, shared mobility, and low total cost of ownership. Our sub-brand TAMO is an incubating centre of innovation that will
spark new mobility solutions through new technologies, business models and partnerships.
Tata Motors is the first Indian company from the engineering sector to be listed in the New York Stock Exchange (September 2004). Tata Motors
has operations in the UK (Jaguar Land Rover), South Korea (Tata Daewoo Commercial Vehicles Company), Thailand (Tata Motors Thailand),
Spain (Hispano Carrocera), Brazil (Marco polo) and South Africa (Tata Motors (SA) (Proprietary) Ltd). The company is ranked 226th on the
Fortune Global 500 list of the world's biggest corporations as of 2016.
On 17 January 2017, Natarajan Chandrasekaran was appointed chairman of the company.
Changes with Time in Automobile Industry
 Changes with Time in Automobile Industry
Changes in Business Environment (Macro economic environment)
 Globalization, many global competitors have entered the Indian Market for
automobile industry.
 Regulatory Norms getting Stringent w.r.t air pollution.
 Scarcity of Fossil Fuels.
 Shared vehicles are becoming more popular.
 Customer have Become more Informative
 The government of India’s moving ahead for Smart Cities.
 Companies focusing on Revenue and Profitability models .
 Key Revenue drivers for Tata Motors are :Vehicle Sales ,
After Sales and Used Vehicle Business.
 Government emphasis on “Make in India”.
 Changes with Time in Automobile Industry
Changes in Market Structure (Competition etc.)
 Globalization and entrance of many big Automobile companies like
SCANIA,MAN,BENZ ,VOLVO, Hyundai ,Honda etc. in Indian Market.
 Technology collaborations between Big Global Players like : Bharat – Benz, Toyota –
Kirloskar, Ford Motors – Mahindra & Mahindra, General Motors – Hindustan Motors .
 Global Companies coming with On-Line Solutions of Sales and Marketing.
 Changes with Time in Automobile Industry
Changes in Consumer Expectations (End Consumer)
 Customer has become More Quality Conscious than Price Conscious.
 Counts for price of total life cycle of the product rather than initial investments.
 Restless ,if does not perceived value of the product.
 Vehicle sharing as an alternative to owning a vehicle.
 Open to Market and highly informative , demands solutions at door step.
 Changes with Time in Automobile Industry
Changes in Customer Expectations (Channel partners)
 Online-offline integration and new roles at the dealership.
 Mobility Solutions instead of an own vehicle.
 Dealership locations more closer to Customer for easy and fast approach.
Changes with Time in Automobile Industry
Changes in Customer Expectations
 Changes with Time in Automobile Industry
Changes in Technology
 Hybrid vehicles market.
 Autonomous cars and driverless movement.
 3D printing brings speed, design flexibility and weight advantages will challenge
conventional manufacturing.
 Artificial intelligence
 Disruptive trends – electrification, autonomous driving and connectivity.
 Changes with Time in Automobile Industry
Competencies and Skill Sets of Sales People in Automobile
 Adaptability
 Attitude
 Product Knowledge
 Be patient, not pushy
 Accessible
 Consistency
 Don’t say negative things
 Listening
 Observant
 Organized
 Self-Confidence
 Recovers from rejection
 Effective questioning and listening
 Changes with Time in Automobile Industry
Changes in Competencies and Skill Sets of Sales People in Automobile
 Likes sales.
 Excellent phone skills.
 Good grammar/typing skills.
 Product knowledgeable.
 Outstanding organizational skills.
 Can gather granular information of customer which will aid them in their buying
decision.
 Digital-sales strategy is the upcoming methodology.
 Creating trust and confidence by being transparent and knowing a tremendous amount
about the product.
 Two different sales groups: A smaller staff that meets and greets showroom floor
“walk-ins” and digital sales force that handles in-coming calls and Internet leads.
Thank You