Jagan Institute of Management Studies organized an interactive session on “B2B Sales (Corporate Sales)” for the PGDM students Batch 2013-2015 at its campus on 22nd March 2014. The session was delivered by Mr. Amit Shukla; General Manager; Dharampal Satyapal Group (DS Group).
The objective of the session was to make students understand the process of B2B sales, tips, techniques and how to make an organization survive in this new B2B sales world order.
During the session Mr. Amit also highlighted various techniques that can be taken up by the entrepreneurs to map out sales process and as well as the tools to manage and influence sales opportunities.
During the session he touched upon the following points:
- Converting the Sales Call - Practice managing individual sales opportunities in order to turn leads into prospects
- Understanding Negotiations - Practice managing individual sales opportunities in order to turn prospects into closed transactions. He also detailed various techniques to negotiate with customers and close a deal.
- The Sales Funnel - Define the stages of the sales cycle for your customers and map out your sales pipeline. Managing and preparing the data base for your prospective customer.
The session was highly interactive and informative and students were acquainted with following concepts important in Corporate Sales - Sales Call Talk Track, Preparing for a Sales Call, Booking a Sales Call, Conducting a Sales Call, Closing a Sale, Following up a Sales Call, Negotiations, Negotiate This!, Deal or No Deal: The Art of Successful Negotiations, At times not losing is as important as winning, Building an Early B2B Sales Forecast, Stages of the Sales Funnel, Sales Metrics & The Characteristics of a B2B Technology Sale.