LAXMI PROJECTS

GROUP 3
Siebel Systems T V R A G H AVA K A U S H I K - 1 9 P G D M 2 6 6
AY U S H I G U P TA - 1 9 P G D M 2 2 0
V I N E E T A G A RWA L - 1 9 P G D M 2 7 5
P R A N AV J A I N - 1 9 P G D M 2 3 3
MUSKAN BANSAL-19PGDM228
TA N M AY S H R I VA S TAVA - 1 9 P G D M 2 6 8
Q 1. How could Lakshmi project drive its sales force to meet the objectives? 

In order to meet the sales objectives of the , the company can,

1. Proper alignment of strategic goals of the company which can be done through synchronized communication
between sales team, quality teams and after-sales teams.
2. In order to further eliminate the companies woes about cross functional communication, they can invest in a
customized CRM Information system that can maintain leads, track customer complaints, and also keep a
centralized database that has real-time data to keep every team updated. This will eliminate the need of
constant training of employees on new product lines and schemes.
3. They need to carefully divide the leads with the help of a weighted average system, in order to understand
which company needs to be prioritized first. This will reduce the travel costs considerably.
Q-2. a) How should the structure of the sales team, after sales team and quality teams
be to perform the dynamic roles?

1. There is a high friction between the sales team, quality teams and the after-sales team.
2. They first need to do proper analysis of the current customer accounts, better demand
forecasting and current product quality levels.
3. They can divide their customers into circles or zones, where each zone has a quality teams, a
sales teams and a post sales team.
4. Then can hire sales people who reside in that particular zonal areas. Where as quality people
can be transferred and interchanged on Ad-hoc basis
5. This will reduce the travel costs of employees, employee salary cost and also help keep up
the morale
Q-2 b) What should be the sales strategy to reduce the friction between the sales and
after sales teams?

• The strategy is based on the core of crystal clear communication

•There needs to be timely, structured communication between teams so that they are on the same page
with respect to each customer account and are not caught off guard
•Keeping the suggested structure in the previous slide, The company can setup zonal managers who take
care of the respective After-sales zonal manager, Sales-Manager and quality team manager.
•Now, This is a structure that is similar to what they have tried before, but , this time the structure is
zonal which reduce the high cost issue which was the problem earlier
•The above will take care about the vertical communication. In order to resolve the horizontal
communication they have to make use of a customized CRM system to smoothen communciation
between teams
Q-3 What should be the strategy for new product?

1. Dumb Waiter is a low-priced technologically advanced product than the customers and clearly they are
can be sold hot-cakes by the sales team.
2. The question here however is weather to get the product patented and the answer is YES. The product
can be patented which can eliminate the competition
3. Laxmi projects will have the opportunity to get back the market share that they lost during the wave in
2008-2011
4. They can specifically target builders, who are handling big projects and especially govt projects which
can exponentially increase the sales. The sales team can use its existing database to contact builders
who are in need of such products and pitch the product.
5. Even though some builders do not have the requirement, the information about this product can be
passed on so that the information spreads in the builder community.
6. Finally, the Quality teams and After-sales team need to be on their toes and make sure the product
doesn’t receive dissatisfaction among the builder community.