CORE CONCEPTS OF MANAGEMENT
MARKETING MANAGEMENT
FINANCIAL MANAGEMENT
HUMAN RESOURCES MANAGEMENT
OPERATIONS & PRODUCTION MANAGEMENT

Selling and Service Orientation - the 5th P
The emphasis is on service orientation. Much to the chagrin of the evergreen salesperson, there is a hint that ‘Selling’ is under threat of obsolescence. Such fears are unfounded. (See Personal Selling - MM/AS3). The author, Dr. J D Singh, Professor of Marketing at the International Management Institute, New Delhi, provides an introduction to the service culture (also see MM/AS4 by the same author). Is service just a function in the sales cycle or is it part of the organisational ethos? The answers from this lesson have a doomsday ring about them. A journey, through myriad services delivery points, tells its own story. The author’s prescription for lasting success, based on his consultancy experience, is ‘shatter the nine myths of service orientation’. It is a matter of changing attitudes and mindsets (also see HM/OB2 and HM/OB3).
MM/M9

22 Mins

24 Mins

60 Pages
Equivalent classroom time: 6hrs