tag:blogger.com,1999:blog-5353471140255363906.post5284818481376104349..comments2023-08-18T03:14:38.921-07:00Comments on JuJubax: Selling the WHEELJujubaxhttp://www.blogger.com/profile/06189263813465023517noreply@blogger.comBlogger3125tag:blogger.com,1999:blog-5353471140255363906.post-20811850371641326532013-01-20T05:51:32.424-08:002013-01-20T05:51:32.424-08:00It is interesting to note that the author has used...It is interesting to note that the author has used the age-old device of allegory to tell the story. Something I have not come across frequently in the recent past. As regards selling practices, it is well known that the incentive-based compensation programmes drive the sales guys to sell at any cost, even when they know the customer does not need the product (Misselling). Such misselling has been rampant even in the case of banks with reference to somewhat esoteric derivative products, which many customers did not need and probably could not fully comprehend. Still they were sold and I know of a slew of court cases filed by the buyers who burnt not only their fingers but various parts of the body. What drives the deals in such cases is just plain old avarice. Like a tyre manufacturing company getting into complex derivatives to make more money under the head of `other earnings' than from sale of tyres. When such deals backfired, unfortunately the money made on selling tyres got wiped out by the losses on the derivatives. And the banks were promptly blamed for misselling; the fact was that the concept of `caveat emptore' is universally good for all times and one should never forget that because all sales guys, barring a few exceptions, are made of the same stuff!!P.Varadarajan (Varad)https://www.blogger.com/profile/05415043609355398315noreply@blogger.comtag:blogger.com,1999:blog-5353471140255363906.post-56183548799042479662012-11-10T16:34:15.204-08:002012-11-10T16:34:15.204-08:00Mukund's observation is on the dot. But I thin...Mukund's observation is on the dot. But I think by this bait Madhu is trying to make us read the book :-) I am definitely going to read it. The 'value sale' and 'volume sale' models are old, but would love to know how each one works.<br />On an aside, many organisations look at this transition of value to volume as a given. But there are some who continue to invent and innovate to make differentiated revenues. And some of them even manage to hit high volume while making differentiated margins.<br />Mohanakrishnan Gopalakrishnanhttps://www.blogger.com/profile/05436053298341669840noreply@blogger.comtag:blogger.com,1999:blog-5353471140255363906.post-71276741970922788972012-11-08T20:22:01.633-08:002012-11-08T20:22:01.633-08:00I am not sure if intentional, but it looked like y...I am not sure if intentional, but it looked like you were building up to a climax, which then got pushed to a sequel!! I cannot wait to read Minnie's notes as it looks like the crux exists there...<br />An accomplished Sales executive once told me that his goal is to leave a client with the thought: "what exactly did he sell to me now?" even after a sale that improved the overall user experience and leaves him/her better for the investment. It has a poor connotation as well, as its very close to swindling! So, to clarify - the idea of a perfect sale is to leave the customer better than you found them, yet not make them feel like you literally did a "sale".Mukund Srinivasanhttps://www.blogger.com/profile/00551305404001053987noreply@blogger.com