Name: Supreet Kaur (821-396-355)
Interviewee: Balaji .G
I interviewed one of my friends Balaji.G who is working in DHL as Assistant Manager. He is having 7 years experience in logistics Industry. Basically his job is to Sell Ocean and Airfreight to Small and Medium Enterprises. I took his Interview on phone as he is working in Chennai, India.
DHL is a logistics company who deals with freight transportation. They are basically into Air freight and Ocean Freight. Their customers are Medium and small scale industries .Mr.Balaji's job is to look for those customers and establish good relation with them.
To start with some general discussion I asked about his job responsibilities which include fixing meetings with 3 to 4 persons a day and doing all activities including prospecting, fixing appointment, selling, closing the deal and after sales. For a salesperson the most important thing is Sales Target. He said my sales target is Volume based and is measured by the number of full load containers, cbms in ocean or tonnes of Air Freight I have sold for a particular month.
On a discussion about their Prospect Customers he said The Company has given them a portfolio list of customer and they also do cold calls to new companies in their given territory to identify more customers. Every person is given an area which he/she has to focus and depending on that area the data is provided to them.
Their target market consists of Small and Medium enterprises that are into Exports and Imports, Ideally companies in Special economic zones. They use Personal Selling strategy to approach the customer. DHL is providing them with all necessary training which is required for sales. Technology has made a huge impact on how sales are done. We need latest software for maintaining our customer