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    BSS Assignment

    Uploaded by

    Rahul Raj
    This document summarizes a business-to-business (B2B) sales process undertaken by Shyam Sai, an executive at ICICI Prudential insurance. The sales process involved offering a pension plan to the 4000+ employees of Allianz Cornhill, a large UK insurance company. Key steps in the B2B sales process included identifying the needs and concerns of Allianz Cornhill employees regarding retirement savings, evaluating their options, resolving concerns about the risks of investment, and making a decision to enroll in ICICI Prudential's pension plan. Implementation involved transitioning interested Allianz Cornhill employees to the new pension plan over time.

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    BSS Assignment

    Uploaded by

    Rahul Raj
    219 views14 pages
    This document summarizes a business-to-business (B2B) sales process undertaken by Shyam Sai, an executive at ICICI Prudential insurance. The sales process involved offering a pension plan to the 4000+ employees of Allianz Cornhill, a large UK insurance company. Key steps in the B2B sales process included identifying the needs and concerns of Allianz Cornhill employees regarding retirement savings, evaluating their options, resolving concerns about the risks of investment, and making a decision to enroll in ICICI Prudential's pension plan. Implementation involved transitioning interested Allianz Cornhill employees to the new pension plan over time.

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    This document summarizes a business-to-business (B2B) sales process undertaken by Shyam Sai, an executive at ICICI Prudential insurance. The sales process involved offering a pension plan to the 4000+ employees of Allianz Cornhill, a large UK insurance company. Key steps in the B2B sales process included identifying the needs and concerns of Allianz Cornhill employees regarding retirement savings, evaluating their options, resolving concerns about the risks of investment, and making a decision to enroll in ICICI Prudential's pension plan. Implementation involved transitioning interested Allianz Cornhill employees to the new pension plan over time.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    219 views14 pages

    BSS Assignment

    Uploaded by

    Rahul Raj
    This document summarizes a business-to-business (B2B) sales process undertaken by Shyam Sai, an executive at ICICI Prudential insurance. The sales process involved offering a pension plan to the 4000+ employees of Allianz Cornhill, a large UK insurance company. Key steps in the B2B sales process included identifying the needs and concerns of Allianz Cornhill employees regarding retirement savings, evaluating their options, resolving concerns about the risks of investment, and making a decision to enroll in ICICI Prudential's pension plan. Implementation involved transitioning interested Allianz Cornhill employees to the new pension plan over time.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 14

    GROUP NO:1

    Akshay Lakshman K Anoop K Zachariah Ashwin A Marthandan.R.B Ranjini E R Sruthi M

    B2B Sales in ICICI Prudential

    Name Designation Industry

    : Shyam Sai : Executive Business Manager (EBM-1) ICICI Prudential, Trivandrum : Insurance

    Experience
    Client

    : 9 years
    : Allianz Cornhill employees

    B2B Sales Process

    INTRODUCTION
    The present assignment explains one of the B2B sales deal undertook by Mr Shyam Sai, working as Executive Business Manager (EBM-1) in ICICI Prudential with an experience of 9 years with ICICI . One of the B2B sales regarding pension plan offered by ICICI to the employees of Alliance Cornhill is used as reference for the assignment. In this, the main phases of doing an actual B2B sale have been explained.

    B2B Sales with Allianz Cornhill


    Allianz Cornhill is one of the largest general insurance companies with a premium income of 1.8 billion.

    AC brings together the financial strength and global reach of Allianz with the local expertise and reputation for customer services which is its trademark.
    Allianz Cornhill has more than 4000 employees on its rolls. ICICI Prudential entered into a B2B sales with the employees of Allianz Cornhill through their HR department.

    Continued
    The employees were approached through pension plan schemes referred to as ICICI Pru Easy Retirement which is offered by ICICI Prudential. This B2B sales process mainly included : Need Recognition Evaluation of Options Resolution of Concerns Decision Implementation Change over time

    Recognition of Needs
    (Importance of Savings)

    Evaluation of Options Change over time ( Brings new pension plan schemes developed through client research) (Fixed Deposit, Real Estate, Gold savings)

    Decision (Convince the client upon the advantages of pension plans and the returns in the future)

    Resolution of Concerns
    ( Eliminate the doubts regarding risks in investment )

    ACCOUNT ENTRY STRATEGY


    Focus of Receptivity : HR department , Allianz Cornhill

    Focus of Dissatisfaction : Project Head, Allianz Cornhill Focus of Power : Employees ( clients ),Allianz Cornhill

    SPIN Model
    SITUATION QUESTIONS : What is the current financial position of the company ? What is the average remuneration of employees working under the Project Head? What are the Employee Saving schemes in areas like pension plans or any other corporate insurance plans? What forms of savings does the employees are majorly into ?

    PROBLEM QUESTIONS :

    Are the employees satisfied with the currently offered pension plans? What are the major drawbacks which the employee feel about the current corporate saving schemes ,being offered in the company ? Are they worried about the amount of money they will receive after retirement ? Do most of your employees face difficulty in paying the instalment especially during festival seasons?

    IMPLICATION QUESTIONS :
    If the schemes are not affordable then dont you think that it will be a burden to your employee Psychologically? If the employees are feeling burden then dont you think that it will lead to low performance and satisfaction? What impact you will face on the Y-O-Y growth and the cost incurred if the performance reduces ?

    NEED PAYOFF QUESTIONS

    What if you can provide your employees with a pension plan which has flexible interest rate that will keep them stress free about future ? What if you can provide grace period of 15 days for the employees for the payment of instalments?

    THANK YOU

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