Date: Nov 3 to 4, 2018
Venue: Delhi
Background & Rationale
SEVA-Service Excellence through Value Addition-II, a Corporate Training Program was organized at Lovely Professional University for the participants of Pioneer Assurance Consultants Ltd. Dr. Gaurav Sethi, Associate Professor& Dy. Dean, Mr. Sarabjit Singh Kwatra, Assistant Director and Mr. Ashwani Panesar, Assistant Professor, Lovely Professional University were the key facilitators for the second session in the series.
The schedule carried a multi-pronged approach that included breathers, inputs, group discussions, role plays, case-based analysis, team activities, field assignments and presentations by the participants.
The Focus pointers were:
- Recap and Review
- Context Setting and Insight to Effective Selling Skills
- The FAB Approach
- Objection Handling
- Mistakes Salesperson make
- Group Presentations
- Market Survey Assignment
A customer who negotiates gives buying signals and that who raises objections wants to maintain relationship with the organization. The resource persons introduced the participants with the latest techniques of negotiations. The traits of an effective negotiator were displayed through role plays on certain situations faced by the sales persons on the field while pitching the customer. The session on Objection Handling and Conflict Resolution contained practice of methods like LIST and HEAT which are mostly used in BFSI sector for objection handling and resolution of conflicts.
The program received active participation of staff members from Pioneer Assurance Consultants Ltd. The participants were appreciative of the gesture shown by the University in terms of choice of Subject Matter Experts, appropriate learning environment, venue setting, infrastructure, study tours and content delivery. The participants observed that the program was outcome oriented and gave them new insights on the topic. LPU-HRDC is committed to provide world-class Development Programs and would always welcome the learning fraternity from all parts of globe to participate in order to realize the mission, ‘Transforming Education, Transforming India’.
