Paul Writer launches SAP Think Tank , 
Video interview series with Head of Sales highlighting best practices
Rajendran S
Head – Marketing & Sales
C. Krishniah Chetty & Sons
On the changing role of sales to adapt to the digital age…
We understand that digital transformation has significantly changed the drivers of business for us. Our customers have changed predominately with the change in the technology too. The customers who have shopped with us have done their research and due diligence online and have looked at our products and compared designs/prices before purchasing. So the interaction with the sales person only happens at a much later stage. Our sales team are trained primarily on professional selling skills, understanding the customer needs and their purchase behaviour. Also we look at the present offers available and what choice does the customer have in our store. Significantly the sales team are also looking to constantly innovate in terms of the product solutions that we have to offer. Our design team which is an award winning design team also help in us to innovate more design and increase our product portfolio. The sales team eventually nowadays have to understand the customer far better than what they would do earlier.
“Significantly the sales team are also looking to constantly innovate in terms of the product solutions that we have to offer.”
