ENSR- Case Discussion -Group5

ENSR- Case Discussion -Group5 - SALES MANAGEMENT CASE...

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SALES MANAGEMENT CASE DISCUSSION – ENSR INTERNATIONAL Batch 1 – Group 5
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Selling Approach 900 active consultants- 100 –seller doers- usually held the responsibility of account manager. Their job was to build strong relationship with the clients to get information on upcoming projects and ensure shortlists as RFP recipients. Hold meetings to assure Clients- ENSR does the type of work that they need. ENSR has catered to clients that are similar to them. ENSR has the right resources and expertise to handle their requirement ENSR understands their business. Follow up mails and newsletters ENSR’s business mainly came from its previous customers(~85 %), little efforts were made to HUNT new clients Major Clients Revenue came from Chemical (12.4%), Pipeline (11.2%) and Power (12.1%)
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Compensation Compensation = Salary + Bonus Bonus awarded on fulfilment of certain criteria For CSC Managers , the criteria was profitability of their CSC. Profitability
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