VISHAL JULKA’S DILEMMA

1. After analyzing Vishal's work, one can clearly identify at the new Regional Sales
Manager position that the work was emotionally, professionally and also physically more
costly for Vishal. Vishal has high cholesterol so we can see the burden on his wellbeing
from the work. It is also noted that Vishal is also in a dilemma when it comes to being in
the middle-level position, the amount of research he has to do every day is limitless and
beyond his job description. So at the cost of so many things, I feel it's not worth doing so
much.

2. The difference between Vishal’s life and a salesperson’s life is very minute as a
salesperson need to visit distributors and retailers everyday which is not a desk job so it’s
very tiring as they have to convince them & sell their product so that they could increase
the sales of the product and achieve their target. On the other as we can see Vishal has a
write-up on his wall which says “So much to do, so little time” which explains the irony
as Vishal being the middle level manager it’s his job to promote sales ,travel a lot and
also plan for the sales staff.
The difference which I feel between my life and Vishal’s life is there are a lot of people
who are depended on Vishal’s performance on how much sales he can generate within a
period of time. So, the pressure difference is intense between my life and Vishal’s life.

3. Managerial skills described in the case are:

A.)Setting performance and goals for sales
B.)Managing individual and team objectives
C.)Setting up a promotional schedule and proactively dealing with optimizing
compliance
D.)Reporting results in real-time and analysis of data
E.)Administration of individual sales records and incentive programs
In my opinion management and fulfillment of individual and team objectives is the most
essential skill Vishal should possess as it will not help them achieve their short term
objectives but also helps an organization to achieve their long term goals.

4. One of the major reasons Vishal is handling too much pressure is because being a
regional sales manager the whole western Indian market comes under him which is a
major area. It is his job to promote sales for the company in this region and perform field
work, plan incentive structure for the sales staff, meet prospective clients and convert
them into successful orders and also talk to regional distributors for expansion of the
market.
In my opinion he has to restructure the way he is handling things and needs to find a way
to stay positive and motivated because he has the job of motivating the sales force by
providing them with success stories which would motivate the sales force. If he only
 loses hope than the task would become more tedious. He might have been over burdened
with responsibilities but in the early stages it is totally fine because in future then his
subordinates will look up to him and stay motivated which is a reward in itself.

5. Vishal's long-term control of his life would have a lot of trouble. He's putting a lot of
pressure on his professional life, which also hampers his personal life. The work's
burden has turned him somewhat sick. He has so much responsibility on his shoulders
that he cannot do it alone, which can cause him to struggle on both personal and
professional lines. If Vishal organizes his regimen and how he works, he can do much
better.
 GE COUNTRYWIDE

1. The GE Countrywide Company operates at 62 places across the country and connects
with Indian customers to help them satisfy their need for simple and quick loans.
Roles of Direct Sales Associates:
 Keeping customers financially happy by providing them simple and quick loans
for their jobs
 Working towards growth and achieving the targeted sales of the company
Functions of Direct Sales Associate:
 Promotion of GE Countrywide by introducing an event marketing strategy such as
road shows, loan meals etc.
 Details of people who can become potential customers for the company in future
 Complying with companies targeted sales goals
 Collecting primary data from the consumers

2. The company follows these measures mentioned below to reach their goals:
Providing contact number: At first, the company provides customers with its contact
numbers free of charge, which allows customers to call without paying any fees.
 Application stage: The primary motive for this step is the processing of customer
data through different means or the implementation of loan plans. Secondary
motive is filling out the application form. The programs performed under this
are conferences and promotion, loan melas, media ads, and roadshows which are
used at this point to attract buyers.
 Document analysis stage: In this the collected data will be checked and confirmed
for the applicant's further process. Leads & questions are evaluated in this
company and the records of the new customer.
 Eligibility analysis stage: The stage begins when the submission is transferred
and when the organization determines the applicant’s eligibility criteria. Such
roles are undertaken by the director in direct sales, telemarketing or marketing
executives.
 ·Capacity Analysis stage: Stage of analysis of potential customers who can be the
firm's strong and long-established buyers. Even the old customers who already
share their ability with the company are judged. The partnership manager takes
over this division.
 ·Deviation analysis stage: This phase demonstrates the awareness of consumers
who may deviate in the future.
 Risk analysis stage: The branch manager's risk analysis involves the loans given
to the clients.
  Final approval: The last step is to accept the particulars of the borrower and to
extend the credit to him or her.

3. The reasons company needs to maintain a customer database are :

 Holding customers that are attached with company for a very long period
 Managing the information of the existing consumers
 Operating the managerial functions of the company
 Increasing the targeted sales of the company
 Managing the financial data of the business
 Making proceeds and plans for the future date

The database plays an important role in an organization. It lets the business expand both
financially and in terms of customer base. An entity may conduct many activities with the
modified database, which can only be done with authenticated knowledge. A business
like this is operating in the financial sector so it needs to keep notes so that any
documentation or conflict within the organization can be stopped. So to manage the
business efficiently, the firm's records must be managed.