Paul Writer launches SAP Think Tank , 
Video interview series with Head of Sales highlighting best practices
Sunil Raina
Business Head
Xolo India
On the role of sales in this digital age.
The fundamentals of sales will always remain the same. However, in terms of the approach wherein this digital age customer awareness is much higher than what it used to be earlier. Customers now get to know about products that we sell over the internet, now there is a lot of knowledge and choices that people have. It is important for us to make sure that there is a demonstration based selling that happens because for technology products it is a very transparent form of making the product. The customer knows what has gone into the phone, the specifications need to be explained. So in today’s age the demonstration/explanation of the product is done in detail on the shop floor. This is the change; it isn’t the age old system of availability anymore where products are just available in a shop. These days, the AVRE (Availability, Visibility, Recommendation and Education) concept fits in terms of its construct to the retail selling that we do.
“Customers now get to know about products that we sell over the internet, now there is a lot of knowledge and choices that people have. It is important for us to make sure that there is a demonstration based selling that happens because for technology products it is a very transparent form of making the product.”
