Workshop on Excellence in Selling Skills : How to Sell even more Effectively


No. FT-12-KAF-
16 January 2019

Workshop on

Excellence in Selling Skills : How to Sell even more Effectively

15 February 2019

Under the PHD-KAS Cooperation Project, PHD Chamber is organising a Workshop on “Excellence in Selling Skills : How to Sell even more Effectively” on 15th February 2019 at PHD House, 4/2, Siri Institutional Area, August Kranti Marg, New Delhi. The details are as under:

Day & Date : Friday, 15 February 2019

Time : 9:30 a.m. – 5:00 p.m.

Venue : PHD House

4/2 Siri Institutional Area

August Kranti Marg, New Delhi – 110016

Fee : Rs. 750/- per participant

Number of Seats : 25 (first-come-first serve basis)


Changing dynamics between buyers and sellers are being driven by larger social trends affecting us all. The proliferations of information, mobility of the work force, ease of communication…… these and other trends have altered the way we work and live. Most companies measure success by their sales numbers. If sales continue to increase, then business must be growing. But one small detail is overlooked – the customer. How does the customer feel about doing business with your company? The guiding philosophy of the best sales organizations today is to add value to the customer’s business and ultimately become the vendor of preference. In this environment, the profile of the sales force has resulted in shifting the focus on selling to the end customer and the retailer as against the distributors or the wholesalers. The art of sales is moving from product sales to problem solution selling.


• Value creation to every part of organization, customer and the sales force

• New approaches in professional selling techniques

• How to interact successfully with customers, suppliers, competitors and other crucial players in your value chain.

• Develop the right attitude amongst your people leading to better focus and delivery and hence scaling up the customer loyalty.

• Earn negotiation skills

This highly interactive workshop will discuss the key aspects of all business, and suggest practical solution to related issues.


The workshop will be of great value to managers and professionals at various levels including front liners with responsibilities in marketing, sales and service, manufacturing sector of an industry.

METHODOLOGY: The Workshop will be participative, interactive and will also include, presentations with the help of PPT’s, video clips, case studies and discussions


Sujit Sengupta , Professor Marketing & Entrepreneurship, IILM Institute for Higher Education

Prof Sujit Sengupta, a post graduate in engineering from IIT, Bombay, has over 40 years experience in the industry and academics. He began his career as a Management Trainee with M/s Philips India Ltd and served there for two decades finally becoming the Marketing Manager of Philips India Limited. His last assignment was with M/s Usha International Ltd. as Senior General Manager.

He has been associated with IILM for the last over 10 years where besides being deeply involved with Teaching & Learning, Prof Sengupta also conducts Workshops for industry professionals and business associations such as PHD Chamber, Confederation of Indian Industries and Chamber of Commercial & Industrial Undertaking.

Dr.Pankaj Rawal, Professor Marketing, IILM Institute for Higher Education

Prof. Pankaj Rawal, has completed PhD in Business Administration from Aligarh Muslim University(specialising in Marketing and Service Quality), Advance Diploma in Marketing management from AIMA, PGDM in CRM and B.Tech from Regional Engineering college, Kurukshetra. Prof. Pankaj Rawal has experience of more than 20 years in Sales and Distribution with companies like Blue Star Ltd., Total, Bharti Airtel, Reliance Communication, Tata DOCOMO and MTS. He is associated with IILM for over a year now.


The Registration Form may kindly be duly filled in Form -15 Feb.docx and sent to the Programme Director, PHD-KAS Cooperation Project latest by 12th February 2019. The Registration fee by way of Cash / Cheque / Demand Draft should be sent in favour of PHD Chamber of Commerce & Industry, payable at New Delhi. Candidates sponsored by members of PHD Chamber would be charged Registration fee of Rs.700/- per participant. Fee includes the cost of Study material, Lunch, Refreshments, etc.

(CM Krishna)

Honorary Advisor

Encl : as above


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