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AMRITA TEJASVI
NEW DELHI
FEBRUARY 27, 2007
The Jalandhar Computer Dealers Association (JCDA) recently organized an
interactive session for its members to give them valuable tips on exceeding
customers’ satisfaction and retaining worthy customers. The session comprised
a management seminar and various activities that were aimed at training partners
to increase customer satisfaction and diminish the trend of box-pushing.
“Most of the time we are just confined to box selling and that has become
the only target for partners, whereas the concept of customer satisfaction is
gradually fading away. With this kind of event, our main objective was to revive
the spirit and encourage partners to think differently. We want them to raise
from a mere box pushing seller to customer driven companies,” said Rajiv
Khanna, President, JCDA.
The event was organized keeping in view the structure of channel partners in
Jalandhar and the sessions were designed according to their management
portfolio. “Partners have different educational qualifications. Some are
technical engineers whereas some are from management background. They have at
least pursued post graduation so they understand the nature and importance of
this kind of program. With the increasing competition in the market, our soul
concern has been trapped in box pushing business. It seems that in IT world, we
are some grocery-selling merchants where we have no concern for the customers,”
Khanna further added.
The event gave partners a chance to revise and reconsider their working style
and aspire to proceed in a systematic manner in their daily business activities.
It also gave them an opportunity to interact with one another.
Partners were divided in various groups and were assigned some task to
execute. The objective of the exercise was to bring out the best from the
partners and provide them new selling skills. “Due to their busy schedules,
partners tend to forget their selling skills and this program helped them in
polishing their hidden tactics to give customers their best. What we practice is
commit more and give less. We make lot of promises to our customers till they
purchase and once items are sold we, normally, turn deaf to our own commitments.
This event was aimed to revive our business skills and understand the positive
aspects of making customer contended,” expressed Khanna.
JCDA is targeting to conduct such event every year on different topic so that
each year a new aspect is touched upon. “Last year we had conducted likewise
event on time management. The session was very useful in making the partners
understand the value of time and I am sure that this program would also help
them in polishing their business skills,” said Khanna.
The program was organized on February 24, 2007 in Jalandhar with the
attendance of 50 channel partners. Sarabjit Kwatra, a personality development
trainer and marketing consultant, imparted the training sessions.
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