DMIT Week Report

Name – Ashutosh singh

Store -8671
Store:- Madhurichandra
patna
Observation of SM/DM Conduct Morning
Meeting
Under this meeting we disscuss
about the:-
1. Todays target
2. Yesterday target vs achieve
3. Last day department wise
performance
4. WTD target vs achieve
5. MTD target vs achieve
6. NPS
7. Backlogs and markdown
Learning Emotional Awarness Course
The OJT for fourth week involved
1) Complete floor walk.
2) Check staff presentation.
OJT :- Check staff presentation.
6 Selling steps:-
• Taking presentation of 6 selling steps by
digital experts:-
1. Greetings
2. Qualifying the customer
3. Demonstrating the complete solution
4. Asking for sale
5. Answering objection
6. Complete sale
DMIT 5th Week Report
Learning:- Team Management
Motivating Your Team
(a)Mastering the goal setting process
(b)Elements of effective goals
(c)Rewarding employees
Managing Team Performance
(a)Understanding the Employees evaluation process
(b)Maximizing team talent.
(c)Dealing with underperforming employees
Developing Others
(a)Learning how to delegate
(b)Coaching and mentoring
(C)Managing high potentials
Understanding Team Dynamics
(a)Important team roles: Task roles
(b)Re-energizing the team following burnout
Managing Conflict
(a)Realizing the rules of positive conflict
(b)Mediating conflict between others
(c)Creating positive Conflict
Making work Fun
(a)Celebrating Performance
(b)Using Team members’ life events to build camaraderie
(c)Creating a positive work environments
The OJT for week involved
1) Conduct product demo/customer interaction role plays.
2) Interaction with customer.
3) Report coaching the team for two customer interaction.
Continue …..
• Conduct product demo/customer interaction role plays(15 to 30min) :-
1. Greetings
2. Qualifying the customer
3. Demonstrating the complete solution
4. Asking for sale
5. Answering objection
6. Complete sale
EOL clearance Drive:-
1) EOL Clearance Drive – Plan of Action
EOL Clearance drive is to be conducted for 4 OOP and 7 GOOP and 6 OOB Televisions.
GOOP- We have 7 Small screen(3 Sony, 2 Samsung, 2 LG)
OOP- We have 4 Large screen(Sony 3 And Samsung 1)
OOB- We have 3 large screen(1 Sony, 1 Samsung, 1TCL) and 3 small screen(1 Reconnect, 1
Sharp, 1 VU)
 The aim is to maximise the sales of these televisions by offering them at a price discounted
from MRP
 Also, the sales levels can be further boosted, by performing attachment/solution sales by
selling secondary products and value added services
Product shelf life management :-
There are four stages in product life-cycle.

1) These are coined to CDIT products, so we can effectively manage and sell the products at the right time.

2) They are termed as In Program, GOOP, OOP & OOB.

3) ‘In Program’ products are part of new product line or assortment. Brand is supplying are we are buying
these products.

4) ‘GOOP’ products are those which is Brand is or is not supplying and we are not buying. It termed as
‘Going Out Of Program’.

5) After 45days of GOOP it is automatically coming in ‘OOP’. OOP is called out of programme.

6) ‘OOB’ products is called ‘Out Of Box’ that means that product is last piece/display piece.
EOL clearance Drive:-
2) How was the plan driven?
 Educating the front end sales executives about the clearance drive and the
strategy being used to sell the OOP and GOOP product at the time of
clearance drive.
 Setting up bounce back mechanisms in cases of ambiguity with certain
customers, products and discounts.
 Clear workflows to be set up for the front end executives to seek approval of
managers before offering the customer a freebie/discount.
 To ensure executives has thorough knowledge about the GOOP and OOP
products, specifications, features, the upper and lower limit of pricing so that
they can gain the confidence of the customer.
EOL clearance Drive:-
3)Target to be achieved for OOP and GOOP products –
• 95% of OOP products is the target to achieved.
• 85% of GOOP products is the target to be achieved.
• Totally, 18 out of 20 TVs need to be sold

Sales
EOL clearance Drive:-
4) Initiatives to be taken:-
Scheduling and promoting the clearance drive-
Schedule the clearance drive in such a way that it falls between two calendar days
in a month, where the customers would have received income and would be ready
to spend their money.
Also, it would be better if the drive coincides with a festival so that customers
looking to buy products in the festive-offer would be served.
Promote the clearance drive dates and the type of discounts provided in the drive
through different media channels such as print, television, radio, social media and
video on demand services.
Place GOOP and OOP TVs for Demos and Displays
EOL clearance Drive:-
Initiatives to be taken (Contd..)
•Use the bottom up approach and the value ladder strategy
Emphasize more on the OOP TVs rather than the GOOP products.
Move on to GOOP TVs if OOP TVs do not attract customer interests.
Emphasize customers looking to buy the upper limit of small screen TVs to buy the lower limit
of large screen TVs, educating them that they can get a much better visual experience for a
slight increase in price.
Emphasize customers keen on buying normal TV to buy smart TVs as they have
host of features being offered for a slightly higher price.
Doing this would push faster sales of OOP TVs and larger sized TVs and also, push customers
to buy a TV that is one or two segments higher than that they had originally planned to buy.
EOL clearance Drive:-
Initiatives to be taken (Contd..)
• Do not offer absolute discounts. Perform Attachment sales along with discounts
• If a TV with MRP 50,000/-, is eligible for a max discount of 16% (i.e. can be sold at
Rs.42,000) do not reveal the discount price to the customer.
• Offer an attachment sale or an accessory along with it (for eg. ResQ Care Plan worth
Rs.4000/- (42000+4000 = 46000)
• Hence make the offer stating that after discount, the TV would be available at Rs.46,000
along with free RCP.
• This would give a picture to the customer, that there is a cash discount
• Rs.4000/- as well as free service worth Rs.4000/- is being offered. This would bring in
customer satisfaction as well as increased attachment sales.
EOL clearance Drive:-
Initiatives to be taken (Contd..)
•Offer the appropriate solutions according to TV segments-
 Customers looking to buy large screen TVs are interested in visual experience or are looking for an
upgrade. Large screen TVs do not offer immersive sound experience due to smaller speakers being
accommodated due to space constraints. Selling a soundbar/home theatre system/bluray would complete the
purpose as it enhances sound quality and media device compatibility.
 Customers keen on buying small screen TVs do not look for an immersive visual experience. Hence
peripherals such as HDMI cable, pen drive, headphones can be offered.
 Customers buying a normal TV can be offered a firestick/android box/chromcast so that they can include
certain smart features in their regular TV.
 Customers can be educated on the benefits of using a stabilizer and genuine accessories which would
increase the durability of TV. RCP can be sold as they increase the support period beyond the warrant
period offered by the manufacturer.
Acceptance and customer
undertaking papper:-
 DMIT 6th Week
Report
The OJP for sixth week involved
1. Support SM/DM coordinating training for the team and also to NSO
team.
2. Track LMS Certification.
3. Observe SM/DM conduct morning meetings.
The OJP for sixth week involved
1. Support SM/DM coordinating training for the team and also to NSO
team.
 DMIT 7th Week
Report
Learning:- handling difficult
customer
1.Steps for Handling an Abusive Customer
(i) Assess the Customer Service Interaction
(ii) Reassure the Customer
(iii) Use empathy to show you care
(iv) Change the Customer focus
(iv) Resolve the Customer’s issue
(v) Abort the interaction
(vi) Follow up with the Customer
2. Examples of how to handle an abusive
Customer
(i) First Listen the Customer problem
(ii) We will apologize the problem.
(iii) We will assure the Customer that problem taken
care.
(iv) We will check the problem with concern
department .
(v) We will try to resolve the problem as soon as
possible.
The OJP for seventh week involved
1. Conduct morning meeting
2. Assist SMs/DMs in resources planning and hiring within
category.
Resources planning and hiring.
• In this planning and
hiring process:-
• In this recruitment process we were hire 18
students for different location in patna and outside
for patna for different category
• We have to check their updated resumes, 10 and +2
certificate, higher education, Adhar card, preivious
work experience, product knowledge.
• We also disscuss with them about salary according
to their positions like for:-
a. JSA - Rs7200/-
b. SA – Rs8700/-
c. CCCE – Rs8700
 DMIT 8th Week
Report
Plan resources for the week(weekly/need
basis):-
• This week we were plan to fill our department level gaps like we need some JSA
and SA for CE Department and IT Department for that we were doing hiring
process to fill this gap.
• Also we have done door to door advertisement for our store and also for
upcoming store that is NSO store, in this we use leaflets and create some SA &
JSA team and send to them different location for the advertisement.
• We trained them properly before sending them to the advertisement about the
offer, benefits for purchasing from this store ands discounts.