to make students more familiar with the practical knowledge of fieldwork and clearing out their queries regarding various profiles of marketing. The workshop was addressed by Prof. Durba Roy. She started with asking the experience of students during their summer internship and fetching out their basic issues out of it when it comes to sales. Students highlighted issues like Field Work, Target, Pressure, Incentives and Rejection Handling.

Ma’am further elaborated on the reason and solution behind these raised concerns. She explained how important it is to first understand the organizational culture and other budgetary and process-related factors. She moved on to explain 4 theories of Selling, namely ADIDAS, Right Set of Circumstance Theory, Buying Formula and Behavioural Equation Theory.

After explaining these theories in detail, ma’am made students understand how important is to identify the need of the customer and fulfilling the demands. And explained the formal and informal structure of the sales organization. The activity was also conducted by her by giving real-time situations to the students and asked them to identify the primary steps required for the sales-process in various industries.

The workshop was summed up on the topic of the Model of Distribution Channels.