A Report on Sales Managers Interview Submitted by Keval Thacker (12050) To Prof.

Sushil Chaurasia In partial Fulfillment of the requirement of Tolani Institute of Management Studies, Adipur For the awards of the degree of Post Graduate Diploma in Management

Tolani Institute of Management Studies PB No.11, Lilashahkutiya Road, Adipur -370205(kachchh). Ph.02836-261466, 262187 Email:tims@tolani.org,www.tolani.org/tims January 2014

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INTERVIEW OF A SALES PERSON Name of the person: Mr. Punit Manek Designation: Business development manager Organization: Tata Motors Finance Ltd.

Description of Sales Managers company: Tata Motors Finance Ltd has five decades of expertise in vehicle financing; it is a subsidiary company of Tata Motors Ltd. Established in 1957. It is engaged in financing entire range of Passenger Cars & Commercial Vehicles manufactured by Tata Motors Ltd. Sales Managers detail: Mr. Punit Manek is BDM (Business development manager). He is good at communication skills and also good at convincing power. He is associated with Tata Motors Finance Limited since last 1 year. He is PGDM from TIMS, Adipur. Managerial task: Tata motors finance limited provides loan facility to mainly two types of vehicles: Commercial and Personal. Mr. Punit has been assigned task to generate lead in commercial vehicle. He can generate lead by his own reference and also he can sit at cargo showroom and can contact to customer. When any customer comes to purchase new commercial vehicle, to convince him to finance his vehicle form Tata Motors Finance Ltd is the main work of Mr. Punit.

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Routine day: Mr. Punit has to come at 9 30 a.m. every day. First he checks the mail and checks the lead. He has to make every day plan which he is going to do the whole day. He visits cargo show room and contacts to customers. When any customer comes to purchase any commercial vehicle, Mr. Punit explains about the loan terms and all the procedure. He has to generate lead of 17 files every month. Thus, first he tries to generate the pre-determined lead. He also negotiates with the customers about the loan terms till he is authorized to do so. After negotiation with the customer about terms and all that he will collect all the required documents for loan procedure. Then he will do all documentation work and system related work like taking approval of loan, after that post approval documentations (like RO release order), after that last step is Disbursement. Civil fi If any customer asks him to come to his (customers) place to explain loan terms and procedure or to collect documents, Mr. Punit visits that place.

Challenges faced: Some of the customers have already made up their mind. They have decided to take loan from others, that may be suggested by friends, relatives of family members. Thus it becomes very challengeable to change their mind Interest rates of Tata motors finance ltd is challenge in market. Because they have higher interest rates than others. Mr. Punit has to convince the customers for these rates. Many a times, for negotiation of rates, Mr. Punit has to talk to higher authority and he also have to convince them.
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Dislikes: Sometimes because of work load he cant spend time with his family especially in month end because at that time he has to stay to till 12 midnight. After every 25 date of month, even on Sunday he has to work. This month ending work is very tedious work for him. Cibil fi Field investigation

Central investigation bureau of india

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