Two Days MDP / Dealer's Training Programme – Disha for IOC Retailers

Pacific University: knowledge Partner of Indian Oil Corporation organizes
Management Development Programme “DISHA” - A Dealer's Training Programme

Faculty of Management, Pacific University organized a two days Management Development Programme “DISHA” - A Dealers’ Training Programme for the Retail Outlet Dealers of Indian Oil Corporation Ltd. This programme was organized from March 23 to March 24, 2017, in “Vishveshwarya Hall” of the Pacific University premises.

In the inaugural session Provost Prof. Mahima Birla said that University is continuously organizing and conducting such workshops, seminars and development programmes for the Companies of national and international repute. She also stated that there is a need to provide knowledge about the changing scenarios, trends in petrol retailing and various facets of downstream petroleum, organizing the self and managing the interpersonal behavior retailed issues of the Retailers and the hurdles need to be explained to the retailers.

Programme Coordinator Ashish Adholiya, Asst. Professor, Pacific University said that Mr. Sumanta Barua, Manager (Retail Sales), Mr. Vinay kumar Agrawal, Deputy Manager (Retail Sales), Mr. Jaideep Singh Chundawat, Asst. Manager (Retail Sales) of Udaipur Division of IOCL and 53 retail outlet dealer of IOCL participated in this Development and Training programme “DISHA”. The resource persons for this Management development programme were the distinguished and eminent educationists from their respective disciplines. Professor Shikha Behl, Professor Harvinder Soni, Dr. Anupam Bahrgava, Dr. Devendra Shrimali, Dr. Pushpkant Shakdwipee and Dr. Narendra Chawda were among the distinguished resource persons.

Participants were enlightened on various issues which hold significance in today's socio-retailing settings during this management development programme. Inclusive the process of introspection, retail outlet branding, building customer loyalty, team work and motivation, innovative sales practices and trends in petrol retailing like mobile payment, small stores are few of the topics deliberated upon during session of the programme.

    SESSION DETAILS:

Sessions

Details

Resource Person


Managing and Organizing the Self

To initiate the process of introspection and the ability to recognize oneself as an individual separate from the environment and other individuals. Self-management refers to methods, skills, and strategies by which individuals can effectively direct their own activities toward the achievement of objectives, and includes goal setting, decision making, focusing, planning, scheduling, time management and motivation.

Prof. Shikha Behl


Retail Outlet Branding and Customer Loyalty

To understand the concept of Retail Outlet Branding. To understand the various aspects of Retail brand benefits. To understand the concept of Brand Management. Retail outlet branding model. And to understand the need of the Customer Loyalty and translating the customer loyalty and relationships into profitability.

Prof. Pushpkant Shakhdwipee


Managing Interpersonal Behavior and Employee Motivation

To understand the Team Work and Motivation? How employee efficiency and capacity can be improved by team work and motivation. Team building and Motivation activities. Team building strategies with methods to develop better working skills in the employees.

Dr. Devendra Shrimali


Innovative Sales Practices and Trends in Petrol Retailing

What innovative practices should be followed to transform the challenges into opportunities and how to make innovation successful within their organizations? Discussion about the future trends in Petrol Retailing with special emphasis on Customer Convenience. Eg. – Mobile Payment, Small Stores & Personalization etc.

Dr. Narendra Chawda


Pacific University: knowledge Partner of Indian Oil Corporation organizes
Management Development Programme “DISHA” - A Dealer's Training Programme on 23rdAug. 2016 & 24thAug. 2016

Under the guidance of Prof. B.P. Sharma, President, Pacific University, Udaipur and Prof. Mahima Birla, Provost and Dean, Faculty of Management, Pacific University, Udaipur two days MDP / Dealer’s Training program for the dealers’ of Indian Oil Corporation was coordinated by Mr. Ashish Adholiya, Assistant Professor, PIM, Pacific University, Udaipur.

Guests of Inaugural Ceremony were Prof. Mahima Birla, Provost and Dean, Faculty of Management, Pacific University Mr. Sudipto Mitra, Senior Divisional Retail Sales Manager, Udaipur divisional office, Indian Oil Corporation Ltd. And Mr. Sumanta Barua, Manager, Retail sales, Udaipur divisional office, Indian Oil Corporation Ltd.

Total seven sessions were executed in the two days, providing deep insights into several issues like Self-Development or Self-Management, Customer Orientation & Customer Relationship Management activities, Leadership and Team Building, Brand Management, Recruiting and monitoring the work force, Best Sales Practices and Profitability Improvement.

    SESSION DETAILS:

Sessions

Details

Resource Person


Self-Development / Self-Management

To initiate the process of introspection and the ability to recognize oneself as an individual separate from the environment and other individuals. Self-management refers to methods, skills, and strategies by which individuals can effectively direct their own activities toward the achievement of objectives, and includes goal setting, decision making, focusing, planning, scheduling, time management and motivation.

Ms. Shikha Behl


Customer Orientation & Customer Relationship Management activities

To understand the technological, people and business strategy components of CRM. Pre-implementation check-list of CRM. To understand various implementation issues of CRM.

Mr. R.A. Bangar


Recruiting & monitoring workforce

To Identify the role of job description in objective settings. To list the factors that affects the performance of sales force in direct sales and indirect sales. To understand the objectives and guidelines in sales force monitoring process. To list the advantages of good team working skills and explain the steps in creating better team working skills.

Dr. Anupam Bhargav


Brand Management

To understand what is brand and its constructs. Stages of Brand development. To understand various aspects of brand management.

Dr. Pushpkant Shakhdwipee


Profitability Improvement

Steps to improve profitability. Factors that drive profitability in short and long term. Implementation of various management aspects to drive sustained profitability.

CA Disha Fattawat


Best Sales Practices

Define segmentation, potential buyer and buyer group for the product/ service. To understand the typical purchasing process of the customer. Identify essential activities involved in a sales process. Understand the critical role played by the sales person in handling the sales process.

Mr. Narendra Chawda


Leadership & Team Building

Decision making (Leadership) can be regarded as the mental processes (cognitive process) resulting in the selection of a course of action among several alternative scenarios. Every decision making process produces a final choice. The output can be an action or an opinion of choice. Successful teams don’t just happen. They require effective planning and ongoing support. How can the management foster teamwork among their staff?.

Prof. Harvinder Soni


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