Ajax Limited

Ajax LimitedBy: Group 6Abhishek 231009Aditya Nagpal 231013Aniroodh Raizada 231024Anupreet Kaur 231030Divyanshu Tripathi 231055Gursimran Singh 231060Current Selection Process in ACDCurrent strength 78 employeesOffices- 4 regional in 4 metros and Pune, Jamshedpur, Vadodra and SecundrabadEach region has around 18 to 20 employeesSelection criteriaStrong fundamental knowledge in engineeringInitiativeCommunication skillsTeam player

Current Induction Process in ACD3 Months Induction PeriodDuring First Month Basic IntroductionAt least 15 trainees at a timeVisits to all manufacturing units of AJAXPresentations on AJAX philosophy, mission, R&D, Quality Initiatives, Organisation Structure and the manufacturing processDuring Second Month Divisional TrainingProper mentoring through assignment of a mentor from the division for division specific training program.Extensive exposure to the technology, products and processes of the division.Practical knowledge through customer visits, observing installations in progress, attending inter-divisional meetings.

During Third MonthMinimum 4 weeks are spent at an AJAX branch in the company of senior sales engineer of the division.At the end of 3 months, the trainee has to give a presentationin front of Divisional Head, Trainees Mentor, Division HR Head and Corporate HR.To showcase the knowledge he/she has gained over the period of time.

Suggestions Reducing the first month introduction to 2 weeks instead of 4 weeksCovers the introduction and presentations about the company and reducing the visits to critical manufacturing sites of AJAX.4 Weeks of Divisional Specific training program.Exposure to technology, products and processes.Visits to customer sites, Observing installations in progress, Attending inter-divisional meetings.10 weeks in AJAX Branch with Senior Sales Engineer.

Identify the training needs of Ajax for sales Engineers and/or Sales supervisors. Please decide how many will you train, where and whenWeaknessForecastingProspecting for BusinessInfluencing ConsultantsTraining NeedsTime managementSelling SituationsSelling cycleChallenges associated with Ajax ltd.Conceptual Foundation that allows sales engineers to improve responses to issues encountered in Field WorkPART 2We will train 15 young sales Engineers.Training will be organized at the institutions premises for close monitoring and measuring effectiveness.Training Period: December Month

Evaluation of Training OptionsPremier Institute of ManagementProgrammeDaysVenue CostAimed atSales Management4 Nov to 7 Nov, 1997Institute12000Regional Managers, Branch Managers, Area Sales ManagersNegotiation11 Dec to 13 Dec 1997Institute9000Manager in Sales, Purchase, Commercial and HR functionsIndustrial Marketing5 Jan to 9 Jan 1998Institute15000Sales Executive and Sales Supervisors in firms engaged in industrial products and servicesThe emphasis at this institute is on:Management DevelopmentPeople with certain amount of experienceOur Aim : Forecasting: Sales ManagementProspecting for Business: Industrial MarketingInfluencing Consultants: Negotiation TrainingDoes not have expertise in foundational programme for issues of selling situations encountered in field.Training needed in all areasJupiter IndiaProprietary Sales Platform better time management and productivityShown good results in PHD division sales engineersCommitment to post training reviewsEmployee competence and customer satisfactionCost:Rs.35000 per day for up to 10 participantsAverage duration = 3 daysFor 15 participants:Cost = 35000*3*1.5 = Rs. 1,57,500BISExpertise in :Sales Maximization, Customer Relationship Management, Customer Centric ManagementHigh Experience : Team of 100 consultants from diverse educational background of 8-20 years of experienceMulti Language and Vernacular delivery capabilityTraining company and dealer salesman: Thus satisfy need of good conceptual framework of field selling situations. Exclusive provider of EARN: High value sales: Solve low influx of new ordersCost: 150000 for 15 persons Total Cost = Rs.600000 (4 batches of 12 people each)Best Option48 (12*4) people at 4 locations (Decentralized)Thank You