The PGDM Retail Management Department at Jagan Institute of Management Studies (JIMS), Rohini organized an insightful Alumni Guest Session titled “Anatomy of an Enterprise Business Deal” for PGDM Retail Management students. The session was conducted by Mr. Shubham Jain, Regional Sales Manager, Intellivate Technologies, and an alumnus of the PGDM – Retail Management Programme (2022–2024).
The session focused on the practical aspects of enterprise sales, stakeholder management, customer understanding, and business deal closure. Through a real-world business scenario involving two different decision-makers, Mr. Jain highlighted the importance of understanding all stakeholders, rather than focusing only on the most approachable person.
A key emphasis was placed on thorough preparation before a business meeting. Students learned that effective preparation involves researching the organisation, understanding decision-makers, anticipating objections, and adapting communication according to different personalities and expectations.
An interactive role-play activity further enabled students to apply these concepts by taking on the roles of sales professionals and decision-makers. The activity highlighted the importance of active listening, flexibility, confidence, and effective stakeholder management.
Overall, the session successfully connected classroom learning with real-world enterprise sales practices, helping students understand that successful selling goes beyond presenting a product—it requires understanding customers, building relationships, addressing concerns, and creating value.
Key Takeaways
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Importance of stakeholder identification and management.
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Role of research and preparation in successful sales.
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Adapting communication to different customer personalities.
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Developing active listening, confidence, and negotiation skills.
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Understanding customers needs to create value and close business deals.