'CEO plays an important role in implementing

'CEO plays an important role in implementing

                                                                                         

OBSTACLES loom in from of businessmen on a regular basis. But it's what a person does when faced with these barriers that will determine their level of success. Selling or running a business for a living requires a tremendous amount of persistence. "Similarly, CEO plays an important role in creating, communicating and implementing the organisation's goals." said Sanjay Singh. Management Coach. Singh was speaking on the topic 'Role of CEO in Sales' at a programme organised by the Marketing Forum of Vidarbha Industries Association (VIA) at its hall. Sanjay Singh also mentors popular braikls like Godrej and Boyce. ICICI Bank. Airtcl. Tata Indicom and is visiting faculty. IIM. Kolkota. at VIA Hall.

Singh said that CEOs also lead. guide, direct and evaluate the work of other executive leaders depending on the organisations reporting structure and evaluating the success of the organisation. He said that the most successful people in any industry have learned to face the obstacles that get in their way. They look for new solutions. They are tenacious. They refuse to give up.

Singh explained about the role of sales person and said. "Successful sales people arc avid goal sellers, great sales people ask quality questions, successful sales people listen, are passionate, enthusiastic, take responsibility for their results, work hard, keep in touch with their clients and show value."

Singh said that first identify the target group of customers, (hen generate leads. Sales person should be armed with FAB chan, samples for live demonstration, customer testimonials, administration related papers and Marcom Papers. He said that leads generated should he man-aged by lead register, sales funnel and through sales dash hoard that reflect reference sale and cross sale. He said that customers do not buy price. They buy risk.

He highlighted that there should be policies for customer complaint handling system, customer service recovery, turn around time for all services, customer centricity, CRM Policy and discount matrix in work place. Summing up his talk Singh said that as the role of the CEO bears significant responsibility, accountability, and authority withinan organisation, the CEO has these additional responsibilities and these job responsibilities can vary from organisation to organisation.

Vote of thanks was proposed b\ Hetal Gaglani. Co-convener of Marketing Forum VIA. Opening remarks and the programme was conducted by Akash Agrawal. Chairman of VIA Marketing Forum. 

Posted in: News 2014