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Prepared by:
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Under the Guidance of Mr. Rajesh Khoshu

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6 ÷ntegrated telecommunication service provider.

6 Customer base of 105 million including over 2.5 million individual

overseas retail customers.

6 Corporate clientele includes 2,100 ÷ndian and multinational

corporations , and over 800 global, regional and domestic carriers.

6 Digital network that is capable of supporting best-of-class services

spanning the entire communications value chain , covering over
24,000 towns and 600,000 villages.
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6 Reliance Telecom LTD.

6Reliance Globalcom LTD.

6 Reliance Tech Services.

6 Reliance Communications ÷nfrastructure LTD.

6 Reliance Big TV LTD.

6Reliance ÷nfratel LTD.

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6  competency is a measurable characteristic

of a person that is related to effective
performance in a job, organization, or culture.
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è ÿUEST÷

÷RE F R CUST MERS :

150 Customers
è ÿUEST÷

÷RE F R DST͛s
100 DST͛s
F:\Reliance\ÿ.1 DST.docx
F:\Reliance\ÿUEST÷

÷RE for cust.docx
 
aaa 
6 Pleasing personality.

6 Concise, ÷nspiring Communicator.

6 Flexible Sales Person.(Win-Win negotiator)

6 Committed to Continuous Learning.

6 Presentation and communication skills.

6 Factual/knowledgeable.
 
aaa 
s per our observation : 30%

6 Pleasing personality ʹ 20% 25%

20%
6 Presentation and
Communication skill ʹ 26%
15%

6 Factual/ knowledgeable - 21% 10%

÷mportance in %

6 Confidence level ʹ 23% 5%

0%
6 Flexible sales person ʹ 10%

Sample size 100 DST͛s .

 
a|| 
| a a
6 Patience.

6 Honesty, Kindness, Trustworthy.

6 Knowledge about the competitors.

6 Positive pproach.

6 Should deliver more than he promises.

 
a|| 
| a a
30%
s per customers observation :
25%
6 Patience -28%

6 Honesty -25% 20%

6 Competitors knowledge -20% 15%

÷mportance in %

6 Positive approach -16%

10%

6 Deliver more than he promises -14%

5%

*Sample size- 150

0%
Patience Honest Competitors Positive Delivers
Knowledge approach more than
he promise
 
a
a
è M T÷VT RS:

6 Good relations with Team Leaders (TL).

6 Getting recognition on performance.

6 ÷ncentives.

6 Decision making in difficult situations.

6 Promotion.
 
a
40%
s per our interactions with DST͛s:
35%
6 Good employer relations ʹ 34%
30%
6 Getting recognition ʹ 20%
25%
6 Promotion ʹ 18%
20%
÷mportance in %
6 ÷ncentive facility ʹ 15%
15%
6 Decision making ʹ 13%
10%

*Sample size- 100 5%

0%
Good Getting Promotion ÷ncentive Decision
employer recognotion Facility Making
relations
  
a
6 Delay in incentive payouts*.

6 Customer Verification*.

6 ÷D cards not issued on time*.

6 ÷mproper work culture.

6 Pressure on target achievement.(Very few DST͛s mentioned)

  
a
s per our interaction with DST͛s: 40%

6Delay in incentive payouts ʹ 35% 35%

6 Customer verification ʹ 21% 30%

25%
6 ÷D card not issued on time - 30%
20%
6 ÷mproper work culture ʹ 14% ÷mportance in %

15%

10%

*Sample size- 100

5%

0%
Delay in Customer ÷D card not ÷mproper work
incentive Verification issued on time culture
payouts
 
a| 
aa 
45%
s per our bservations :
40%

6 Enthusiasm ʹ 18%
35%

6 penness ʹ 20% 30%

6 Communication skills ʹ 40% 25%

20% ÷mportance in %
6 Presentation skills ʹ 22%
15%

*Sample size- 100 DST͛s

10%

5%

0%
Enthusiasm penness ÷mproper ÷mproper
communication presentation skill
skill
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6 Due to increasing competition in each and every industry, the
world of sales has changed.

6 The sales process is now increasingly a relationship-driven

process.

6 The job of sales is complex, and becoming more complex all

the time.
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6 Be confident in him/herself in an ever-changing sales
environment.

6 Create new sales opportunities and leverage them for

success.

6 Take the time to build lasting customer and industry

relationships.
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!|!
6 Self-Control !
6 Self-Confidence 6 Empathy

6 Resilience
6 ÷nitiative
è
! 
6 Result rientation
6 ÷nformation Seeking
6
etworking
6 ÷nfluencing thers
6 Customer Service
6 rientation

6 Problem Solving
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è The competency levels observed were comparatively low
on the following attributes :

6 Communication

6 Presentation

6 penness

6 Enthusiasm
 a aa
6 ne point contact for the resolution of complaints.

6 Personality development/Communication/Motivation training

programs to be organized.

6  friendly work environment required for eliminating work

pressure.

6 Sales guy should be equipped with things like sales kit, ÷-

card, promotion material etc.

6 ÷ncentives should be scheduled.

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