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Prof. Sunil Agarwal and Prof. Anupam Saxena conducted workshops on 'Essential of Sales and Marketing' and 'Overview of Real Estate Regulations and Policies' on 14-15 June in Pune for Panchshil Realty employees.
Panchshil Realty is one of India's finest luxury real estate developers. Renowned for its leadership and excellence in real estate development, the company has successfully delivered over 14.5 million sq. ft. of prime real estate, with 20 million sq. ft. under development across multi-asset classes.
With global partners like YOO, The Trump Organization, JW Marriott, The Ritz-Carlton, Hilton, Oakwood and World Trade Centers Association amongst others, Panchshil has played a significant role in putting Pune on the world map and has added to its growing global identity.
We were approached by the organization to coach the mid-level managers on sales and marketing skills given the RICS global advantage in training. The two workshop sessions covered the following topics:
Essential of Sales and Marketing
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Market Research and Intelligence – Demand & Supply Estimation, Competition
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Analysis, (Pricing, Segmentation and Product Analysis), Market trend analysis,
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Arriving at optimal product mix and Sales Forecasting
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Marketing Fundamentals (Direct Marketing, In-direct Marketing, Digital Marketing etc.,)
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Concept of Primary and Secondary Sale
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Lead Generation and Marketing Channels
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Preparation of Sales Collateral – Presentations, Proposals, Mails, etc.
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Marketing Communication - Cold Call/Sales Call, Follow-up
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Institutional/Corporate Sales, Effective Site Visits and Sales Presentations
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Negotiation and Sales Closures, Role of client experience in closing the transaction.
Overview of Real Estate Regulations and Policies
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Overview on impact of RERA and its implication on real-estate industry
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Proposed regulation like LARR, Housing for all, SIT, etc.
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Introduction of REIT and its relevance to the real estate market
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Impact of 'Smart City'
We contacted Diksha Sasodia, Associate Vice President, HR & Training at Panchshil Realty to gather her thoughts on the experience and she said that the participants really enjoyed the interactive modules on real estate sales and they would be interested in repeating the workshop for the other sales teams and also requested a customized workshop on ‘Advanced sales techniques for the luxury residential segment’ sometime soon in August.