ISCMA webinar on Virtual Sales training for business development

摘要

ISCMA organised online conference with 49 participants on 13 August 2020 and Mr.Vinay Patil, Hon President, welcomed them to the Webinar. With 4 decades of experience in various organisations and retired from BASF India Ltd as Business Head of Care Chemicals, Mr. G.S. Ramesh of Viswaguru organisation imparts training in selling skills and sales processes for business development. They intend to handhold MSME community and bring them up in sales activity so that they deliver better results to their organisations. Excerpts: 1. Selling cost should be low in income statement. Visiting a customer, giving him a sample and price, getting an order is output of sales and time (15% in sales plan, servicing the existing business like supplies, payment issues) spent by either owner or employee in major part of business, another 15% in defending or safeguarding against competition to maintain the existing business. Replacement business where you replace competition product by reducing the price and taking the order. New business generation is yet another 40% in understanding the customer, develop long lasting relationship at a better price. A typical salesperson spends so much time with the customer doing these activities besides handling issues like supply and hence service to holding on to existing business is 30%. Under pressure of time, they give a lower price for securing an order against competition.