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 technology being an enabler in keeping pace with the new rules on engagement and equipping the sales team better…
In the new rules of engagement we have a defined professional sales training. Now this training is given to the entire sales force, this is a customised sales training module defined by our Managing Director Mr. Vinod Hygriv. So this module includes technology aspects on how to deal with the customer who is tech savvy. When it comes to engagement what we do is very simple, we want to understand the customer much before they walk in and know their insights. We enable our sales force to provide the right solution, to understand what is the occasion or reason for their purchase and how we can add value. We want to bring a smile to the customer and this defines when our sales training is achieved. The third most important factor for us in terms of engagement for us is being aware, we are aware that the competition is severe so we need to understand the trends and pricing points.
“We enable our sales force to provide the right solution, to understand what is the occasion or reason for their purchase and how we can add value.”
