Question

Define the role of the EuroChamp? What sales tasks EuroChamps undertake?
3) What are your views on the current approach to compensation? Does the new program change this approach? How?

Answer 1

Firstly we need to under what EuroChamps are.

EuroChamp were customer sales representative who have the responsible of front line sales. It means they are the people who directly interact with the customers.

Now coming back to the question:

1) Role of EuroChamps - EuroChamps play a important role in sales and marketing department. They are responsible for the growth of the growth of an organisation. The Euro Champ task is result oriented, Euro Champs are selling the product door to door they are focused just on targets. Lack of clarity and lack of communication of company’s expectations lead to improper and inefficient performance of the Euro Champs.

2) Sales task undertaken by EuroChamps - The EFL Sales Organization EFL is split into 3 geographical regions, each led by a COO. Common central functions of finance, HR, marketing, SCM, IT and BD support all 3 divisions. The EuroChamp, who is the customer sales specialist takes the product to the customers’homes, demonstrates it, and closesthe sale.

FourEuroChamps make up a group led by a group customer sales specialistwho functions as group leader.

Following routine activities of a EuroChamp:

(i)Morning field meeting.

(ii)Cold calling.

(iii)Daily activity reports, depositing payments, and request delivery for closed sales.

(iv)Role-playing and mock demonstrations for new recruits. o Keeping up to date with product information in terms of innovation and upgrades.

(v)Closing sales, collecting payments, making courtesy calls on existing customers, and generating references or retraining customers

3) Current Compensation - As far as the compensation is concerned current system focuses on highly result-oriented system where commission were directly impacted by the number of sales done.

4) How new program changed this approach - More profit can be earned as he system is based to direct ro home basis where product is directly sold from company to customer.

This new program will entirely change the system of sales and marketing. Following are the ways in which the system will be changed:

(i) Direct contact with customer is possible as there is no middle line distribution

(ii) There is no limit to the commission one can earn as it is depended on number of product sold.

(iii) Transparent system of compensation where performance of each employee.

(iv) Compensation was directly related to number of product sold.

(v) Clarity of several of sales and how each stage has point to be earned.

(vi) Daily recognition of performance would put a control on low performance and hence would lead to low attrition.

(vii) Productivity of low performers would be improved.

(viii) Number of daily amount would increase.

(ix) Customer engagement and relationship would be improved.

(x) Sales Productivity and overall sales quality will improve.

and many more.