Anchor Toothpaste

Presented by: Manoj Dhiman Aparna Iyer Shameeka Malode Kalpita Sharma Shivani Sharma

Case Questions
1. What training issues Mr. Chandrajeet Singh (CS) must include in his Proposal? Inconsistent training program of Parent company Examine the existing abilities of salespeople and prepare the training plan for new recruits Refresher Program for existing salesperson

Case Questions
2. What kind of suggestion should CS offer to salespeople of the Anchor toothpaste Division? Objective of the training. Learning from the training to salespeople Value addition in performance of salespeople Should it be different from that of the new recruits ? Yes, new recruits must be trained for Basic level And existing salespeople should be trained to enhance their performance.

Case Questions
3. The group of salesperson who were not attending the repeat meetings making a mistake by staying away? What is your opinion on this? Why were they behaving in this way and what action should be taken against them? Yes, salesperson were making mistake by not attending the meeting. Why? Initial meeting would have been fruitless for salesperson. Sales Quota based action can be taken against the salespeople who are not attending the meeting

Case Questions
4. If you had been in CS s place what training content you would have recommended to the board of directors and why? Categorization of content behavioral and skill expectation of the salesperson Training through Discussion, Case studies and Role-play Compotators information Consumer Profile (buying behavior, evaluation pattern)

Thank you