Sales as Process: Developing a Selling Mindset

By | June 19th, 2020|Uncategorized|

Webinar by Prof. Philip C. Zerrillo, Deputy Dean, Corporate Relations and Marketing Faculty at Indian School of Business (ISB) Date: Wednesday, June 17, 2020 Compiled by Astha Sharma, Senior Manager, ISB-Centre for Business Markets (CBM) It is not surprising that the sales staff in any organization are usually the best-paid group, since Sales [...]

Building Firewall of Customer Loyalty

By | June 14th, 2020|Uncategorized|

Webinar by Mr. Rajesh Pandit, Management Consultant Date: June 11, 2020 Compiled by: Minal Agarwal, Manger, ISB-Centre for Business Markets Tia, who turned ten yesterday, had many plans for her birthday. She wanted her tenth birthday to be a memorable one. Her parents were planning to make it a special birthday for her. The lockdown [...]

Account Management Strategies

By | June 8th, 2020|Uncategorized|

Webinar by Professor Kiran Pedada, Assistant Professor Marketing, ISB Date: June 5, 2020 Compiled by: Minal Agarwal, Manager, ISB-Centre for Business Markets “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” The quote from Abraham Lincoln highlights the importance of the time that should be [...]

B2B Sales in the Digital Era

By | May 19th, 2020|Uncategorized|

Webinar by Professor George John, Professor of Marketing, Carlson School of Management, University of Minnesota and Professor Madhu Viswanathan, Assistant Professor, Indian School of Business (ISB) Date of Webinar: May 14, 2020 Compiled by: Ms. Minal Agarwal, Manager, Centre for Business Markets at Indian School of Business (ISB-CBM) “What’s interesting about Digitization is that the [...]

Opportunities and Challenges for India in the new world order of the Post-COVID-19 world

By | May 16th, 2020|Uncategorized|

Prof. D.V.R. Seshadri in discussion with Dr. Shailendra Kumar Joshi, IAS (Retd.), Advisor, Government of Telangana, and Chief Secretary (Retd.), Government of Telangana on Wednesday, April 29, 2020 Introduction about the Speaker by D.V.R. Seshadri: Dr. Shailendra Joshi is an IAS (Retd.) officer and former Chief Secretary of the Government of Telangana. He is one [...]

Daring Brands in demanding, discriminating developed markets: How developing market brands need to work smarter, not just harder to become premium global brands.

By | January 13th, 2020|Uncategorized|

There are several studies that show that developing market brands suffer from country of origin disadvantage or “liabilities of origin,” and these perceptions are very difficult to change quickly because of heuristics or mental shortcuts people take to make decisions. “Marketing research has conclusively demonstrated that country of origin elicits powerful consumer reactions; the reactions [...]

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