Thanks to internet and the ease in
accessing information, the competition which was across the city now is just a
mouse click away. Contextual Selling – A
New Sales Paradigm for the 21st Century provides a simple and
practical framework for the practising sales professionals.
Whether you are a manager or a field
sales executive, one needs to have the competencies of Emotional Intelligence,
Intelligence Quotient & the Conceptual Skills to succeed in a highly
competitive and globalized market.
The author in his humorous and witty
style shows the games played by customers, the sales executives and the
managers and the strategies to survive and grow in a cut-throat business
Rajan Parulekar: He is an electrical
engineer by qualification, a salesman by accident and a trainer-author by
choice. He has worked with Toshniwal, Larsen & Toubro & Wiltron USA in
sales & marketing. With his decade-long experience in B2B/Enterprise Sales,
he decided to venture into Sales training in 1995.
As a founder-director of Paradigm
Trainers Pvt Limited, he has conducted training programs for more than 1000
companies in Engineering, Pharma, Telecom, Hospitality etc… for two decades in
India, Sri Lanka, Bangladesh, Malaysia & Gulf region. He was a guest
faculty at IIM Bangalore and Union Bank School of Management.
In 1990 he was adjudged for the Best Sales Performance in Asia award while
working for Wiltron USA. An active Toastmaster since 1993, he was one of the
winners in the International Taped Speech
Contest held in the USA in 1997.
He lives with his wife and son in