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'India is the place to be now'

However, the business leaders need to know that sales isn't just about setting targets, says a noted US sales guru.

india Updated: Jun 28, 2006 20:04 IST

India is the place to be now, says a world-renowned marketing and sales guru, and the Indian business leadership needs to know that sales is not only setting targets but understanding the client's needs.

Matthew Ferry, an American in his early 30s, is into the business of training sales people the world over. He has trained over 75,000 salespersons and boasts of an impressive clientele that includes Fidelity, Goldman Sachs and many other such financial services conglomerates.

This is his first trip to India that has been inspired by his quest for knowing people of various cultural ethnicities.

"India is the place to be in now, where a lot of activities are going on," Ferry said in a chat in between his training sessions.

The training module, called "Neuro Linguistics", was conducted on Tuesday in New Delhi and organised by Quantum Abundance, a human resource training body. Entrepreneurs and sales experts from all across the country attended the seminar, which is also scheduled to take place in Mumbai on June 30.

"I have conducted training sessions in Singapore, Tokyo and Shanghai before coming here. And I believe Indian (corporate) leadership needs to learn how to effectively crack a sales deal with proper customer relationship management," said Ferry.

"I have seen that all over the world, including India, the bosses just set targets for their sales guys, they do not really teach them how to connect with the client or how to penetrate the client's mind which is very crucial for running any business."

Ferry feels India is now a hotbed for business process outsourcing, and so he intends to come back to the country with a module called 'Over the Phone' which will cater to the ever-increasing employees of the sector.

He emphasizes that the big bosses who head the call-centre business have not rightly understood the essence of the trade which he thinks is the main reason for large-scale attrition in the sector.

His module will, thus, primarily be focused on teaching the leaders how to manage difficult callers and provide viable solutions.

Ferry is currently working on two books - Mental Journey to Millions and Art of Inspiring Leadership through which he plans to teach salespersons across the globe how to mange a group of people who do not want to be managed.