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

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.




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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