As many as 25 Channel partners of Indian Oil Corporation from various parts of Chhattisgarh were trained by the faculty of IIM Raipur on Saturday.
The two-day programme was basically aimed at developing future dealership leaders. It was designed to impart managerial skill among the dealers so that they can run their business better and face the challenges of growing competition effectively.
“The programme focused on developing self, fostering an entrepreneurial spirit, becoming customer oriented, improving negotiation skills and managing and motivating employees,’’ a statement of the IIM-Raipur informed.
The programme was inaugurated by the programme directors, Prof. Satyasiba Das and Prof. Vinay Kalakbandi.
While Prof. Satyasiba Das focused on imparting skills needed to effectively manage their personal development in their work role, Prof. Mukesh Kumar taught them negotiation and bargaining skills. Prof. Das’s sessions helped the participants understand the process of analysing skills and identify the developmental needs and areas that need the application of time and resources, undertake the relevant training, and monitoring their own progress. Prof. Mukesh’s sessions focused on making the dealers better negotiators.
Prof. Atri Sengupta and Prof. Gantantra Ojha’s sessions focused on managing human resources. “Only a happy and motivated employee can lead to a satisfied customer” was the key message of their sessions.
Prof. Vinay Kalakbandi added to these by highlighting good management practices– the importance of systems, importance of delegation, and the vital difference between delegation and ‘abdication’ was the key message of his session.
“One of the retailers’ most important function is to sell effectively.” Prof. Prashar’s vibrant session on sales management took the retailers through a journey of building empathy with an IOCl customer. Through a series of management games, he demonstrated how a consumer can be managed better to enhance his experience and impart a great deal of satisfaction.
The participants felt and acknowledged that the program was a ‘transforming’ experience and will help them not only in their current business of running a petrol pump, but also in all other endeavours.
The valedictory session was presided over by S. H. Riaz, GM, IOCl and G. Ramesh, DGM (Retail Sales), IOCl. The programme was coordinated by B. K. Pathy and Ankush who were also present on the occasion.