SALES- MY STAND-POINT…!!

What is Sales??

“Sales is just a activity by which right product reach to the right person, in which lots of persuasion involves.”

Sales and being Salesman seems very 'Creepy' and ‘below standard’ at first instance.

I am sure nobody entered this class with an aim to polish his or her selling skills and be a 'Successful Salesman'.

But if we really look deep into this, we all are salesman in some sense and some of us have been doing this job very well till now;;Contextually,

Selling means to sell your product, it can be your uniqueness or may be the expertise with which you are able to seek the attention of others or just persuade somebody to fulfill your demands.

From childhood itself we have the skills of a salesman, act like a salesman, seeking attention of our parents, that was a kind of selling we did, when we grew up we started excelling (if we did) in academics and get noticed by teachers that is again different kind of selling we did. When we were giving our competitive exams, we again passed through various selection processes and fought for best college (although we all were not good salesman at that point, we did make it to ITM).  So we have been doing sales from that point of time when we weren’t even aware of the word ‘Sales’...and I hope mostly don’t know  after knowing also, what is ‘Sales’ disappointing….!!

But seriously sales was never a motivation for me to pursue this management course and I m sure most of us still find it difficult to digest that their dream designation 'marketing manager ‘or brand manager’..(Or anything else.) Can’t be achieved without understanding the importance of sales..!!

Sales is the most important deep-rooted part of marketing...!!!!!

Talking about Me.; like others, I hated sales from the beginning.

                     My point view at that point of time:  

              "Rather die instead of being called as a salesman"

Because whatever I knew about selling, I could only recall it by the guy, who used to come at my door in a humdrum attire &voice,

Kept pressing my door bell and irritated me to the core… with his products.

I think we are unable to come out of that outlook.

Selling perspectives are far bigger than just door-to-door.

I kept this mentality till the point of time I entered ITM. It was the time when I really started dwelling deep into the nuances of the term “Selling”. Without any prejudice of 'Mendicancy', I realized this is something which I can’t escape...and top of that it is not that creepy, the way I am running from it...!!

I started taking interest in sales. I read about sales, being a good reader, I even read some books and many articles about sales. I kept working on my mindset, and start developing my interest towards it....

I know that I don’t have any sales experience....I don’t know the actual pain of selling and facing customers. But I have some Intuition that I can survive in this field, and I want to keep trust on this.

What I got to know from reading……..
It’s not necessary that you need some special training to be a good salesman.You just need to know, how to talk to people.

And even if we can’t do this as an MBA student then it is mere waste. It’s not mandatory to know the conventional way of selling

 "It’s better if your mind is blank, there are more chance you’ll find more innovative ways to sell.”

Why we try to run away from selling??

·        Is that we can’t accept that we are ‘SALESMAN’

·        We can’t afford to come out of our ‘EGO’.

·        We are not used to listen ‘NO’.

I think this is the time to change our perception which we are carrying                        and start    ‘thinking as Business and talk business only.’

Those who are interested in sales and will be interested eventually I want to suggest that take it as a challenge as I did because:

“We Indians are at best when we are challenged”
                                                                                      -Nandan Nilekani

*THESE ARE MY PERSONAL THOUGHTS,DONT FEEL OFFENDED,YOU CAN STICK WITH YOUR OLD MENTALITY..!!!

ASHISH SAXENA

Sales and Distribution – Session 1

Class Protocol

·         Sitting in the same place as you were seated for  first lecture for next 24 sessions

·         Should have your name tags in every session

·         Blog education – RMM1113 – Supervised by: Juhi Pandey and Skand Vohra

·         Recap of last session must be posted on the blog

·         Selu Exercise

·         Excel sheet: “ Seekho Mobile” exercise

o   Mobile purchased

o   Brand name

o   Reason for purchasing the mobile

·         Class Exercise : “ Hamara Dhanda”

·         Class Exercise:  “Becho”

·         Class Exercise:  “One day in the shoe of a salesman”

Lecture:

·         Sales

o   End objective of an organization

o   Top-line revenue & Bottom-line Profit

o   Convincing skills

·         Marketing

o   CCD (Sales)

§ 

Value

Creating (Pre sales preparation)

§  Communicating

§  Delivering

“Sales is the tip of the iceberg and the iceberg is marketing”

Written by: 

Roshni Nair

A new Beginning

It’s all about opening your mind, adapting to new things, adapting to change. It was the year 2008 when I had represented at a good level in cricket. There was pride as well as that feeling of achieving something unique, something that differentiated me from the rest. It was that very same year when during my injury period, on suggestions or rather I was forced by my mom to take up a job just for the sake of experience.

My dad like all other elders reads newspaper daily or rather I should say absorbs each and every relevant news and passes it on to me, with hope in his eyes that someday, maybe someday my son will listen to me and take up reading at least something, not a newspaper but something. He suggested me a job in “The Times of India”. Even a new born baby has heard of this name, it’s a household name, like a staple diet. It completes your breakfast or at least of the people who are interested in reading. Around 170 year old name, the name reverberated in my mind for a few seconds, and a tiny flicker of light in my mind suggested me that,

Me: This is an excellent opportunity, I mean to start with such a reputed name will boost my career to a different level (My hopes were high which were later tarnished and destroyed by reality, when I stepped into the field).

The criteria for the job were a graduate in any of the fields, no work experience required and good communication skills. My communication skills according to me were not mediocre but satisfactory, meaning I could express my thoughts through spoken words.

After 3 interview stages which tested my writing skills, communication skills and finally I got the offer letter. I was happy. It was a feeling of achieving something, as if finally after years of shouting from the mom I was finally able to stand on my two feet.

The profile included selling yearly or 6 months subscriptions of Times of India + Economic times + Bombay times. But the catch was I could sell these subscriptions to only those people who were not Times of India readers.

The percentage toppled and went down, as most of the houses and I mean maximum houses included TOI readers. My target market or customers numbers went down like a ball rolling down a hill.

1^St day: Area: Ghatkopar

Timing: Depends on the person, make the maximum sales which should be around 8-10 and your day is over.

My first reaction was,

Me: Piece of cake. I have to sell just 8-10 subscriptions? That’s it? It will be over before it even starts, and I told my mom that,

Mom I will be back in 2-3 hours and I was happy.

What lay next was a series of ringing door bells, getting rejected, people shouting at me, some of them even abused, a few of the mothers even thought that I was a thief or something, some of them even kept the latch closed and peaked through the door frame.

After 8 hours of misery I had made just one sale, just one sale.

4 days later

I submitted my resignation and I was out faster than a speeding car.

Date: 24^th January, 2012-01-24

Location: Sales and distribution lecture

When Ankush sir recited the story of the senior vice president of ITC who used to once a week for 3-4 hours sit near a “BIDDI KI TAPRI” I realized what went wrong at that time.

My attitude

In the year 2008 after playing at a good level, my mind was filled with achievement; I felt I was different, that my achievements were far greater than that of the usual crowd. So ringing a door and convincing people to buy subscriptions hurt my pride, my ego.

At that time whenever a customer behaved rudely the first few things that came into my mind were:

1.      Why should I listen to him? He is not my boss and even if he doesn’t buy there are plenty of fish in the sea.

2.      I don’t have money issues, I come from a good background, how can these people talk to me like this?

3.      I have achieved so much in life, who are they to tell me?

4.      Wearing a tie, ringing door bells, only to earn 5000rs in the end? I should rather quit than act like a beggar in front of them.

What I learnt today is that no matter how big or small you are in life, it’s a learning process, life is a learning process which never ends.

Ankush Sir told us that even after so many years he is still learning.

My dad always tells me you should have that fire in you if you want to achieve something in life that madness should be there, that hunger in your eyes should never suffice.

As Sachin tendulkar says,” I’m happy but not satisfied”

In life if at a point of time you are satisfied with what you have you will never grow. Process of growth is all about learning new things, adapting to change.

The most important aspects of life:

“Humility, humble and modest”

The three pillars of a person’s character which make or break a person.

And finally I will conclude with the three golden words of sales and distribution,

“Socho, Baecho, Sikho”