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Expert Talk Session by Mr Sridhar Aranala
IMT Hyderabad, 24th July 2025: Institute of Management Technology (IMT), Hyderabad, had the privilege of hosting Mr Sridhar Aranala, Vice President - Sales & Distribution, The Hindu Group for an engaging session on “Sales nuggets from FMCG, Telecom, and Media".
The session delved into real-world insights from three dynamic sectors, with Mr Aranala sharing practical knowledge on consumer behaviour, market strategies, and frontline sales tactics. Opening with the thought-provoking question, “Is sales an art or a science?” he emphasized the importance of balancing creativity with data-driven planning. “Success in sales,” he noted, “comes from a blend of planning, preparation, and perseverance.”
Drawing from his rich experience, Mr Aranala explained the sales process and team structure within the FMCG sector, highlighting the critical importance of width and depth of distribution. He underlined how trade schemes, incentives, and POS material execution act as the silent drivers of retail success.
The discussion then transitioned into the evolving landscape of telecom sales, comparing processes from the pre- and post-internet eras. He emphasized critical nuances such as churn tracking and regional personalization, both pivotal in today’s highly competitive telecom industry.
On the topic of media sales, Mr Aranala elaborated on the mechanics of media planning, and offered a key industry insight: “Advertisers pay, not viewers and readers,” underscoring the economics behind media revenues.
Among the key takeaways from the session were: familiarity, skills, adaptability, and exposure. He also introduced the acronym ADAPT — Attention, Discipline, Apply, Purpose, Truthfulness — as a mantra for success in any sales role.
The event concluded with a lively Q&A session where students reflected on which industry they would enjoy working in and why. A heartfelt vote of thanks was delivered by Prof (Dr) K Sriharsha Reddy, Professor of Finance and Dean (New Initiatives), IMT Hyderabad, expressing gratitude to Mr Aranala for his time, wisdom, and inspiring perspectives.
