Mr S K Palekar, Eureka Forbes on Marketing and Sales

As part of Transofrming Innovation to Enterprise course offered by S P Jain Institute of Management and Research arranged by Department of Scientific and Industrial Research, to help Technology Entrepreneur Promotion Program(TePP) innovators and coordinators.

Highlights:

Key things to see are:

Idea is to start with a customer at Zero, Convert them into Aware customers( A), then into Interested customer(I), then to someone who desires the offering(D), and Ultimately create action(A). And there is After Market engagement too to worry about.

• Market Intellignece
• Segmentation
• Targeting
• Positioning.

Well then there is a 7-steps to selling.

1. Prospecting
2. Calls
3. Presentation
4. Closing
5. Transaction
6. Handholding
7. Customer Relationship Management(CRM)

The talk was illustrated with examples. And lot of them from his own long colorful carrer. It was a wonderful and eyeopening experience for me. Mr Palekar reduced Positioning to just four questions(about the product):

1. Who is your customer?
2. What is he/she doing now?
3. What is your offer?
4. How is it better?