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Fore School of Management
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Improvising B2B Sales and Marketing in Current Times

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Duration: 2 days
Timings: 1000hrs -1730hrs
Dates: December 16 -17,2022
Programme Director: Prof. Ajay Kumar Pandey & Prof. Asif Zameer
Mode: Offline
Fees: (Offline) Rs.16000 Plus GST @18%

Programme Introduction:

In the current times when almost all the industries are disrupted, B2B sales and marketing are witnessing a dramatic shift due to changing behavior of the customers, extreme competition, supply chain challenges, volatile prices and last but not least the technological interventions. The sales and marketing professionals are experiencing new challenges such as exploring new customers, generating leads, interacting with potential buyers, closing the sale, and retaining the clients. It is imperative for the sales and marketing people to upgrade themselves to keep pace with the competition and be future-ready to keep themselves and their organizations ahead of the curve. This 2 days programme includes new concepts and frameworks, case studies, and applications relevant to sales and marketing challenges in contemporary B2B space.

Programme Objective:

  • Relooking at Personal Selling and Negotiation Techniques for today
  • Understanding the new B2B customer and leveraging CRM
  • Managing B2B Marketing channels
  • Integrating Technology in Selling
  • Engaging the potential buyers and existing clients
  • Appreciating Key Account Management
  • Using data and analytics to deliver better results
  • Designing New Performance Metrics for B2B Marketing

Programme Content:

  • Traditional and Modern Selling Theories and Application
  • Time-tested Personal Selling Approaches
  • Negotiation Skills
  • Key Account Management – concept and techniques
  • Use of Technology in Customer Engagement and CRM
  • Understanding Sales MIS and evaluating the Performance
  • Understanding various sales and marketing channels and integration
  • Using the latest technology to engage customers and reduce sales cycle
  • Building analytical mind set and using data to find new opportunities

Programme Methodology:

Content will be covered through lectures, cases, interactions and presentations.

Target Participants:

Front line and Middle level sales and marketing executives in B2B roles.

Program Directors:

Prof. Ajay Kumar Pandey
An alumnus of IIM Indore and a trained civil engineer, Dr. Ajay Kumar Pandey has been a marketing and business strategy professional with a position of top management leadership in industry. During his sterling industry career spanning around 18 years, he has been a part of premier government and corporate organizations in the areas of Renewable Energy, Power, Infrastructure and PPP Corporate Advisory etc. He has been associated with the organizations like Inox Wind Limited, L&T and NHPC before moving to academics in 2020. He had dealt with various government agencies in India and neighboring countries to promote sustainable development. In academics, he has been associated with teaching at Bharthidasan Institute of Management (BIM) Trichy, IMT Ghaziabad and NIT Allahabad.

He had also represented Indian delegation twice on behalf of the Confederation of Indian Industry (CII) in 2012 and 2013 to the then Nepalese Prime Minister Dr. Baburam Bhattarai in Kathmandu for the development of strategic power projects.

He was also awarded with the best presenter award in NHPC vision series, 2008. Apart from various awards in literary and debating activities and essay writings; as a student he had also received various scholarships, viz. GATE Scholarship, National Scholarship, Akikrit Scholarship and Merit Scholarship to name a few.

He is also cofounder of Change I Network (CIN), a NGO headquartered in New Delhi, working with a mission to bring positive change in the lives of underprivileged communities

Prof. Asif Zameer
Prof. Asif Zameer is a Professor of Marketing at FORE. Earlier to that he was Dean – Academics at IMT Centre for Distance Learning, Ghaziabad. He has also been the Dean (Corporate Relations) at FORE apart from holding many other academic administrative responsibilities. He is a B.E.(Mechanical) from Delhi College of Engineering, MBA from Jamia Millia Islamia and Ph.D. from Hamdard University. He has more than 3 decades of total experience including 16.5 years of rich industry exposure and 17 years plus of teaching experience in top institutions and universities in the country. He started his career as an Engineer at BHEL, and later on worked in responsible positions in Marketing and Sales functions for diverse organizations like Gillette, Duracell, Heatly & Gresham, Geep Torches and Amkette Computer Peripherals.

Consulting Interest Areas

Sales Force Management, Distribution Planning and Management, Key Account Management, Retailing, Mall Management, Online and Distance Education

Corporate Group Discount:

One complimentary nomination for every group of three nominations from the same organization, i.e., 3+1 participants for the fee of 3 participants.

For registration/enquiries , please mail to exed@fsm.ac.in or call at 011-26856301/ + 91 9166085159/ +91 9810875278/ + 91 7976445970

Executive Education/MDPs

FORE School of Management has been designing, developing and conducting innovative Executive Education (EE)/ Management Development Programmes (MDPs) for working executives in India for over three decades.