SNAPDEAL Case Solution Final

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Account Management
Case Study

AGENDA FOR THE PRESENTATION

AM’s Performance Measurement
Framework

Seller’s Classification

Seller Evaluation Framework

Challenges Faced – Sellers
Prespectives

Account Management

Initiatives to Increase Sales
[SNAPDEAL Actions]

Initiatives to Increase Sales
[Sellers Actions ]

Proposed structure - “AM – Sellers” alignment
Account Manager

Number of Sellers Handled

Rishi

272

Omi

445

Akki

42

Sid

16

Vinod

5

Account Manager

High Revenue Account

Sid




Unit Sales

Rishi

14532273

Omi

21441775



Akki

71406108



Sid

162822341

Vinod

276000




Akki

Medium Revenue
Account
Rishi

Omi

New
Accounts
Vinod

Current Account Management Team is currently aligned on total revenue size or
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This will help to judge the performance of the sellers across different matrix
Top 25 Sellers Performance Selection Criteria
• Order Completion Rate
• This is the number of order delivered divided by the total order placed with the sellers
• Order Cancellation
• This is the number of order cancelled divided by the total order placed with the sellers irrespective of the cancellation reason
• Order Stock Out Rate
• This is the number of order was stock out by the seller and was fulfilled by a different vendor divided by the total order placed
• Refund Rate
• This is the number of order for which the refund was provided out by

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