Guest Lecture 2526

Bridging Classrooms and Corporate: A Guest Session on Value-Based Selling

At SDMIMD, learning extends beyond textbooks—true understanding emerges where academic knowledge meets industry experience. To strengthen this vital connection, the Institute regularly invites industry leaders to share practical insights and engage with students.

As part of the course “Personal Selling Techniques,” SDMIMD had the privilege of hosting Mr. Praveen Shetti, Divisional Head – Berger Paints, Mysuru. With over 17 years of experience in sales, Mr. Shetti currently oversees the sales operations of Berger Paints across 13 districts in Karnataka.

During the session, Mr. Shetti provided valuable perspectives on value-based and consultative selling, drawing from his extensive experience in the Fast-Moving Consumer Durables (FMCD), particularly in the Construction Materials segment. He highlighted that selling high-involvement products goes beyond persuasion—it requires understanding customer needs, fostering trust, and consistently delivering long-term value.

The interactive discussion enabled students to connect classroom concepts with real-world applications, reinforcing the importance of value creation, relationship-building, and strategic selling in today’s dynamic marketplace.

Guest talk on Sales and Distribution Management

As part of the Sales and Distribution Management (SADMA) course under the Marketing specialization, SDM Institute for Management Development (SDMIMD), Mysuru, organized a guest lecture on Sales and Distribution Management. The session was delivered by Mr. Sachin Kamath, Area Sales Manager – Appliances Division (Telangana), TTK Prestige Ltd., Hyderabad, and a proud alumnus of SDMIMD.

Mr. Kamath provided an in-depth perspective on the dynamics of sales and distribution. He emphasized that sales is a science, rooted in understanding consumer and retailer behavior and developing strategies accordingly. The session shed light on the three key types of marketing—primary, secondary, and tertiary—and how planning varies across these stages.

Highlighting the importance of research in sales, Mr. Kamath elaborated on various forms such as product research, competitor analysis, mystery shopping, communication research, and white space analysis, illustrating each with real-world examples.

He also discussed several practical aspects of sales and marketing, including tertiary designs, ARD appointments, dealer meets, sales planning, and incentive structures. Through insightful case studies and industry experiences, Mr. Kamath helped students connect theory with real-time business practices.

The session was coordinated by Dr. Nandakishore Shetty, Associate Professor – Marketing. Students of the Sales and Distribution Management course actively participated and gained valuable insights into the practical side of marketing management.

Alumni Insights that Inspire Future Leaders

When experience blends with aspiration, learning becomes truly impactful. At SDM Institute for Management Development, Mysuru, our alumni remain our greatest strength—embodying the institution’s values, excellence, and legacy. Their achievements across reputed organizations continue to motivate and guide our students toward purposeful careers.

As part of the Sales and Distribution Management (SADMA) course under the Marketing Specialization, Mr. Charanjith Shetty, Associate Consultant at Infosys and a proud SDMIMD alumnus, visited the campus for an interactive session with students.

During his talk, Mr. Charanjith shared valuable insights from his academic journey, professional experience, and project engagements. His practical tips and guidance on approaching student projects offered students a clearer perspective on preparedness, adaptability, and professionalism.

The session highlighted the powerful role of alumni in shaping student development—acting as guiding lights who help future managers navigate their academic and professional paths with confidence and clarity.

From Classroom Theory to Industry Reality: ABB’s Sales Director Brings Real-World Insights to SDMIMD

SDMIMD, Mysuru organised a guest lecture on The Sales and Distribution Management (SDM) at its campus. Mr. Yogesh Sholapurkar, Sales Director at ABB was the resource person for the session.

In a session packed with actionable insights, Sholapurkar outlined the dynamics of achieving sales excellence in today’s competitive environment. He emphasized the importance of smart target setting, urging teams to align goals with real market capacity through intelligent segmentation and account-based strategies. On incentive engineering, he discussed tailoring motivators to different roles—revenue for sales managers, profit margins for leadership, and data quality and leads for CRM teams.

Discussing channel management, Sholapurkar described partners as “force multipliers,” highlighting the need to nurture relationships, manage pricing conflicts, and empower proactive collaborators. He also underscored the growing role of digital transformation, with tools like Power BI and e-commerce platforms becoming essential for lead management and sales visibility.

A key theme throughout the lecture was balance—especially between direct and channel sales. While direct sales drive engagement with major accounts, channel partners enable broader market penetration, creating a sustainable model for success. Sales excellence is not about aggressive tactics but about authenticity and alignment—placing customer-centricity above product-pushing, grounding planning in market realities, and upholding transparency as the foundation of trust.

Dr. Nandakishore Shetty, Associate Professor- Marketing was present during the session.

When Software Meets Sales: UltraTech’s Stanley Jacob Shares Industry Wisdom

At SDMIMD, students of the Sales and Distribution Management program recently had the opportunity to gain firsthand industry insights from Mr. Stanley Jacob, Vice President – Marketing at UltraTech Cement (Aditya Birla Group). His presentation—titled “Software Meets Sales: Transforming Data Insights into Sales Mastery”—captivated the audience with the story of his own career transformation. Beginning as a software programmer, Mr. Jacob later moved into sales and marketing with Forbes Gokak (a TATA Group company) before advancing through leadership roles at L&T Cement and eventually UltraTech Cement. In sharing his journey, he emphasized how adaptability, learning, and vision serve as the pillars of growth.

During the interactive session, Mr. Jacob walked students through the inner workings of the cement industry and key managerial practices. He shed light on the entire supply chain, from production to delivery, and illustrated how distribution networks link the production hub to end customers. He discussed modern sales strategies driven by data and explained how building a distinctive brand requires consistency, trust, and differentiation. Perhaps most importantly, he stressed the importance of customer-centricity—understanding customer needs, creating real value, and sustaining long-term relationships.

Hands-on Session on NSE SMART Trading Simulator Enhances Students’ Market Learning

SDMIMD, Mysuru, continues to bridge classroom learning with practical exposure through initiatives that enhance professional competence. A hands-on session on the NSE SMART Trading Simulator (NSMART) was recently conducted by Mr. Vijaya Raghavan from the National Stock Exchange (NSE).

The NSMART platform offers a virtual trading experience, enabling students to practice market strategies and understand real-time trading dynamics without financial risk. This session helped students deepen their knowledge of capital markets and develop vital practical skills for their future careers.

Guest Session on Industrial Relations and Collective Bargaining

The ESG Committee organized a guest session on Industrial Relations and Collective Bargaining on 17th September 2025, delivered by Mr. Kiran Kumar Shetty, HR Manager at ITC.

Mr. Shetty explained the core concepts of industrial relations and collective bargaining in an engaging manner, drawing parallels with stories from the Mahabharata to illustrate negotiation, conflict resolution, and consensus-building. He emphasized the role of trade unions in safeguarding employee interests and promoting healthy employer–employee relations.

He also shared insights into ITC’s growth journey (2002–2023) and its manufacturing presence across India, underscoring the strong link between industrial harmony and organizational success.

The session proved to be highly insightful, as it bridged theoretical knowledge with practical applications and enriched the students’ understanding of workplace relations and collective bargaining.

A session on Cyber Security

SDMIMD hosted a special guest lecture on Cybersecurity at its campus. The session was delivered by Dr. Ravichandra Kulkarni, Dean of Research and Development and Head of the Department of Cybersecurity at MIT Mysuru.

The lecture primarily focused on cybersecurity issues in business processes. Dr. Kulkarni highlighted the various types of cybersecurity threats and explained the precautionary measures organizations must adopt to safeguard themselves.

“Awareness of cybersecurity is the first step in preventing cyber scams. Understanding different types of threats and following best security practices can significantly reduce the risk of cybercrimes,” he emphasized.

He also presented statistics on cyber threats, scams, and victims, pointing out that these crimes are driven by multiple motives. Addressing the challenges of the digital era, Dr. Kulkarni noted that evolving technologies and the growing remote work culture have intensified risks, making the role of cyber law enforcement even more critical.

However, he suggested that proper policy development, robust risk management, and effective incident response planning can help organizations build stronger and more secure systems.

Presentations to Future Leaders: Mr. Bharath Sondur at SDMIMD

Mr. Bharath Sondur delivered an inspiring session on August 11, 2025, at SDMIMD as part of the Presentations to Future Leaders series, sharing his career journey across public and private sector banking. He emphasized adaptability, continuous learning, calculated risk-taking, and a growth mindset.

Key takeaways included learning from early roles, treating adversity as opportunity, flexibility in roles and locations, startup thinking, continuous upskilling, and self-belief.

He highlighted milestones such as expanding 1,000+ branches, recruiting 100,000+ candidates, enabling 50,000+ placements through Govt. programs, and launching impactful initiatives like the AKKA Credit Co-operative Society for women’s empowerment.

Mr. Sondur concluded by urging students to stay committed, embrace change, and pursue passion with purpose.

Session on Interview Tips for Success

SDMIMD hosted a guest session titled “Interview Tips for Success,” delivered by renowned professional trainer and coach Dr. Anuradha Varma, who brings over 30 years of experience in learning and development. The session was held on August 5, 2025.

Dr. Varma opened the session by addressing the challenges faced by newcomers in the corporate world. She emphasized that success for new employees hinges on maintaining a client-centric focus, collaborating effectively across functional teams, managing internal teams and external stakeholders, leading service delivery transformation, cultivating globally relevant skills, and demonstrating leadership qualities from the outset.

Highlighting the importance of preparation, Dr. Varma advised students to research the company and its interviewers thoroughly, practice commonly asked questions in advance, create a well-structured résumé, and refine both verbal and non-verbal communication skills to make a strong impression. Regarding negotiation, she stressed that candidates should be well-informed about industry salary standards, set realistic and honest expectations, and provide a clear rationale for their compensation requests.

Dr. Varma also guided participants on how to respond to common interview questions such as self-introduction, strengths and weaknesses, and career growth goals. She encouraged students to maintain a positive attitude throughout the interview to create a favorable impression on the interviewer.

The session concluded with an engaging Q&A segment, where students sought personalized advice and deeper insights. SDMIMD faculty members Dr. Mohammed Minhaj and Dr. Lakshmi Narayana, along with students, were present and actively participated in the session.