Salesman’s fail in persuading customers using solar rooftop power at TTC Energy JSC

Abstract

Solar rooftop power basically is not completely the demand, customers want to be the smart and clean consumers but their installation plan are still very ambiguous. This is a big challenge in the industry and at TTC Energy JSC (TTCE) as well. In 2018, the contracted capacity exceeded the target. However, the revenue was under the targeted plan which is the symptom in connection with such a series of many potential problems such as: Customers not overwhelmed by salesman’s performance; No strategic sales organization; Time consuming for closing a deal; Little insight into core product values by salesman; No sales tools, R&D neglect; No experienced sales resource in the industry; High initial investment cost in the industry. As a new established company, TTCE’s salesman mostly sells freely on their own ways, closing the deals mainly thanks to the reputation of the TTC group's leaders because most potential customers are introduced by the TTC group leaders. Customers somehow confuse and hesitate in their decision. Thus, the fail in persuading customers using solar rooftop power at TTCE is the main problem in relation to low salesman performance. Due to the main causes are as of no strategic sales organization and neglect in developing sales tools and R&D activities, the best proposed solution to improve the TTCE’s low salesman performance should combine related activities, organize sales activities in consistent with marketing strategies, company strategies and together with developing advanced information technologies like: an application for smart devices to introduce all information of solar rooftop power from survey to procurement, installation, testing and operation in order to transfer best values of solar rooftop power system towards customers and to completely win customers' trust, then they confidently make a quick purchase decision.