Interviewer No Think about why would someone want to go here other than say a

Interviewer no think about why would someone want to

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Interviewer No. Think about why would someone want to go here other than say a Reliance Fresh? Ruchika Primarily because it is near me or during emergencies. I would rather take out time over the weekend and go to a Reliance Fresh and buy everything in one go. Interviewer Okay, if that is the case, how can this store gain market share. Ruchika Okay, so the target includes bachelors who are lazy and like convenience. So what this shop could do is – A) it could provide varieties that others don’t have and could charge a premium on that and cross subsidize the price. B) It could provide discounts. C) It could provide door to door services which would be much cheaper for the customer versus other options. Interviewer Bang on, this is exactly what we did. You have solved the case. 57
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Approach Grocery Store Consumer Behaviour Revenue Volumes Needs Value Additions Quality Diversified Products Door to Door Service Discounts Focus for market share Geography Compared to close competitors Market Share Estimation – GROCERY RETAIL 58
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Performance Improvement – IT CONSULTING Problem Statement: Can you tell me the KPIs of the sales team required for hunting ? The Interview Candidate : Maitresh Agarwal Sector : IT consulting Interviewer Good Morning, Maitresh. Why don’t you start by telling me something about yourself? Maitresh Good Morning. I was born and brought up in Bihar and have completed my primary and secondary education from Patna. I joined Economics Program at IIT Kanpur for my under graduation and was working with PwC Diamond Office in Mumbai for 10 months before joining MBA program here at IIM Bangalore. Interviewer Great, so you do have some bit of experience in the industry. Maitresh Yes Sir Interviewer Okay so let’s start with a case. We are an IT Consulting company. We have few, but big marquee clients who want to improve their hunting capabilities. Can you tell me ways to help them achieve this goal? Interview Progress I started with preliminary questions what kind of clients, where/what/who are we? Maitresh I restated the problem and asked what exactly am I required to find out. Interviewer Can you tell me the KPIs of the sales team required for hunting? Company : Bain & Co. Type of Case : Cost reduction Maitresh For the client hunting team – KPIs – Revenue per sale employee, clients converted per employee per unit time Interviewer Which one do you think is the metric of higher priority? Maitresh Revenue – because number quality of client matter, not just the number Interviewer Okay, how would you improve this metric for the sales team? Maitresh Performance linked incentives for the sales (hunting) team so they achieve the KPIs Interviewer Ok, let’s say the sales team is incentivized and everything. The organization has many functions that support the sales team – e.g.
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