Sponsor:
Mr. Sanjay Jain (VP Retail & International Sales)
Customer:
Mr. S Subramanian
Stated Need:
Powerol was getting into a new segment, HkVA gensets. Till then, the company was operating only in LkVA, a Commodity market. So, its team was selling on commercials, and was not technically strong. Selling the HkVA range is a TechnoCommercial job. HkVA purchase is a high-value purchase; the process usually involves multiple levels, committees, external Consultants. So, Powerol wanted create & embed Unique Selling Capability — Technical Skills, Planning & Soft Skills’ in its sales team. This includes how to generate enquiries, segment the market, engage with different people, build relationships, negotiate, and sell what each person on the Buyer’s side values.