1. By:- Group 10
Atindra Kundu
Mrityunjay Das
Sadhana Devi
Shantanu Bera

2.  Prospecting
All the corporate offices of Delhi NCR by doing
cold canvassing, direct inquiries, referrals
 Qualifying
Should have good payout capabilities and
image of the company also plays role in
qualifying.

3.  Pre-call planning
Before going to talk with them, we would
collect the information regarding:-
1. Total brand information
2. Cooling capacity( 1 ton & less or 1 ton &
more)
3. Compressor (Rotary or Reciprocating)
4. BEE rating (1 Star, 2 star, 3 star)

4. 5. Noise levels
 Less than 35 db
 35db-45db
 45db-55db
 55 db & above
6. Other features like auto restart,
Deodourising filter, Dehumification,
Electrostatic filter, fuzzy logic, Remote
control, Price, competitors

5. 7. Market shares
Voltas-18.3%
LG-17.7%
Samsung-14.5%
Panasonic-9.9%
Hitachi-7.3%

6.  The approach
1. Product approach
2. Secure appointment by direct calling
3. Put stress on the benefits of the product
 Presentation
Tailored made, product features, competitors,
Delivery time, BEE rating, Prices

7.  Handling objections
We would go for “yes…..but method” &
“Compensation method” to handle the situations.
We would go for another approach if situation
arises.
 The close
If the customer get satisfied, we will give the
catalogue to choose the model. And ask them
about:
1. Quantity of products
2. Delivery schedule
3. Payment mode (Advance or After delivery)

8.  We will take the orders from them
 On specific date we will send our technicians
to their office with the product for installation
 We will train them on how to operate the AC,
and how to adjust settings.
 Billing of the product and service will be done
 Timely follow ups will be done
 Providing service within 24 hrs of lodging of
complaint