Mr. Puneet Mehrotra, Director – Industrial BU, TE Connectivity interacted with the students of T. A. Pai Management Institute by delivering a guest lecture on the 14th November, 2014. Mr. Mehrotra is an Electronics Engineer and also holds a Post-Graduate Diploma in Management from the Indian Institute of Management, Lucknow with a specialization in Strategy and Marketing. Mr. Mehrotra has rich experience in the field of B2B Marketing and Sales and has served in top management positions for various organizations like TE Connectivity, Belden India, AREVA T & D India and Rockwell Automation India Pvt Ltd. In the interaction with students, Mr. Mehrotra discussed and classified the customers he has encountered in B2B Marketing and Sales ranging from small to medium Indian enterprises to multinational companies.
He discussed in detail the buying behaviour and level of standardization that was seen among the different types of customers and the changing trends in B2B Marketing and Sales. The students especially enjoyed the time he spent in talking about the process of negotiation undertaken by small Indian companies and independent entrepreneurs. Mr. Puneet Mehrotra, in his lecture, also compared the sales and marketing strategies of B2B and B2C marketing by examining the similarities and differences that existed between the two areas of marketing with respect to strategy and customer behaviour.
The interaction was particularly enlightening for the students as the speaker shared a lot of personal experiences and anecdotes from his career in the field of marketing from the perspective of a manager. Mr. Puneet Mehrotra also answered the various questions put forward by students who were keen to know about the working of the industry from a practical standpoint and understand the business from the viewpoint of an experienced manager. The guest lecture conducted by Mr. Puneet Mehrotra at TAPMI was a great learning experience for the students.