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G.W.PERGAULT ,INC.

Embarking on Online Sales Channel

GROUP 3 :

Aditya Dutta - 2012066

Ankit Jha - 2012070

Aparna Vohra - 2010072

Himanshu Jain - 2012078

Kunal Parmar - 2012085

Rachit Jain - 2012097

Shubham Agnihotri - 2012108

Sunny Kohli - 2012117

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Advice for successful E commerce implementation :

Implement Sales 2.0 leveraging the Web 2.0 technological benefits. Design

website which is interactive.

Do a customer account study and identify preference of a Online or a Catalogue

Sales model.

Gain sales force support by highlighting the benefits of Online Sales channel-

key enablers in providing knowledge transition and sales support to the

customers. Todays consumers live multi-dimensional, multi-platform livesandtheir buying behaviours reflect that same complex dynamic.

Discuss new roles and responsibilities and performance incentives for the

Sales-force which would come up as a result of online sales channel . Also

highlight profitability and operational efficiencies as a result of the move.

Design new commission / reward schemes for a successful move of a customer

from catalogue to online mode brought about by a sales rep . Reward schemes

for new customer acquisition needs to be in place.

Eg :Macys Store

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Ken Sutton Course of action to make Sales force more receptive to

Online Sales Channel:

Sales force informed about the companys move and acquaint them with the

benefits it would bring about to the company and to them.

Sales force involved actively in improving the websites functional aspects

,given requisite information about new selling process.

Discuss alternative reward/commission schemes and remove their skepticism

that they would not be required post the move.

Discuss new roles/responsibilities coming their way post the move- increased

focus on new customer acquisition, exploring cross sellup sell opportunities

to new customers.

All of these are necessary for the sales force to endorse the online channel

effectively to the customers.