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This is Episode 6 of the Drishti Series, featuring Prof. Ashok Venkatraman Bhardhwaj, an IIM Ahmedabad and BITS Pilani alumnus, with over 38 years of experience across leading brands like Mercedes-Benz, Hindustan Motors, and more. In this episode, we discuss B2B sales, global supply chain disruptions, skill gaps in management students, and career tips for placements.
If you're a management student, MBA aspirant, or working professional, this episode will give you valuable insights from a seasoned industry leader and educator.
🔎 Key Questions Discussed in This Episode
1️⃣ What’s your journey from steering global brands to shaping future managers? (1:25 )
Prof. Ashok shares his transition from top leadership roles to mentoring future leaders in academia.
2️⃣ How is the B2B world transforming in the digital era? What should we expect next? (3:10 )
Discover how digital transformation, automation, and data-driven decision-making are changing the B2B landscape.
3️⃣ B2B vs. B2C - Is it more than just big deals vs. small sales? (5:50 )
We explore the key differences in sales cycles, strategies, and customer behavior in B2B vs. B2C marketing.
4️⃣ Are distributors and retailers becoming a thing of the past in the B2B game? (7:40 )
Prof. Ashok explains the disruptive changes in the role of intermediaries and the shift toward direct-to-consumer models.
5️⃣ How are global supply chain disruptions impacting the B2B space? (9:40)
Learn about the international impact of supply chain challenges, particularly post-pandemic, on global procurement and logistics.
6️⃣ Sales isn’t door-to-door anymore - What’s the real story for placements? (12:45 )
Debunking the myth of door-to-door sales, Prof. Ashok highlights the modern approach to sales roles, which focuses on consultative selling, relationship-building, and problem-solving.
7️⃣ What’s a Buying Centre, and how does Mercedes-Benz use this concept? ( 14:00 )
Prof. Ashok simplifies the Buying Centre framework and shares how Mercedes-Benz applies this concept in corporate procurement.
8️⃣ Where do today’s management students fall short? What’s the gap? (17:20)
He highlights the critical skill gaps in management graduates and what recruiters expect in job-ready candidates.
9️⃣ What should B-Schools really teach to prepare students for the real world? (19:30 )
Find out the practical knowledge and skills that B-Schools should focus on to ensure graduates meet industry expectations.
🔟 What drives you to manage so much even after retirement? What’s your secret? (22:00 )
Prof. Ashok shares his personal mantra for staying active and relevant in both corporate and academic life post-retirement.
1️⃣1️⃣ Stress is inevitable - How can students learn to manage it effectively? (24:20 )
He gives practical tips on stress management, especially for students preparing for placements and interviews.
✨ Why You Should Watch This Episode:
✅ Learn B2B strategies straight from an industry veteran
✅ Understand the impact of supply chain disruptions on global business
✅ Get practical career advice and placement tips from a seasoned educator
✅ Discover what recruiters really look for in B-School graduates
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