Why would a telecom or FMCG company not be interested in hiring people from the pharma and insurance industries?
I may not have the best words to answer this question, but I would like to say that:
In telecom and FMCG, it requires a good understanding of products, markets, relationships with key persons, as well as a solid grip on and understanding of the business.
For product marketing, one must have thorough knowledge of the product and an understanding of the nature of the business, as marketing for OEM/Operators would be completely different from vendors.
Why would any organization prefer a less competent candidate from a totally different domain when recruitment is based on the principle of finding the best candidate at the right time for the right place?
If someone is keen on joining the telecom and FMCG industries, they must acquire thorough knowledge of the products and markets. Some organizations prefer B.E. or B.Tech graduates for telecom roles, which might hinder some MBA professionals in marketing who are actually very good in their particular field.
Hi Ash, great reply. I am happy to see another dedicated HR.
:icon1:
From India, Delhi
Acknowledge(0)
Amend(0)
1I may not have the best words to answer this question, but I would like to say that:
In telecom and FMCG, it requires a good understanding of products, markets, relationships with key persons, as well as a solid grip on and understanding of the business.
For product marketing, one must have thorough knowledge of the product and an understanding of the nature of the business, as marketing for OEM/Operators would be completely different from vendors.
Why would any organization prefer a less competent candidate from a totally different domain when recruitment is based on the principle of finding the best candidate at the right time for the right place?
If someone is keen on joining the telecom and FMCG industries, they must acquire thorough knowledge of the products and markets. Some organizations prefer B.E. or B.Tech graduates for telecom roles, which might hinder some MBA professionals in marketing who are actually very good in their particular field.
Hi Ash, great reply. I am happy to see another dedicated HR.
:icon1:
From India, Delhi
Acknowledge(0)Amend(0)
For marketing of any products, the following two basic things are required:
1. Product Knowledge
2. Product Application
The rest includes terms and conditions of payment, guarantee/warranty period, and supply chain management.
The rest is just passing time.
Bhajiya
From Saudi Arabia
Acknowledge(0)Amend(0)
1. Product Knowledge
2. Product Application
The rest includes terms and conditions of payment, guarantee/warranty period, and supply chain management.
The rest is just passing time.
Bhajiya
From Saudi Arabia
Acknowledge(0)Amend(0)
Dear Bhajiya,
I think you are mixing up sales, marketing, and product distribution techniques.
It's not just product knowledge but rather 'how the product is positioned' and 'targeted' which drives the success of a particular salesperson.
If you look into FMCG and Telecom, you need to develop parties (distributors and retailers), fix the targets for each party in their territory, negotiate their incentive pattern with respect to the market demand and supply. It really requires specific skills which not only require target orientation but also skills relating to negotiation, demand forecasting, and the ability to push the sales of a product through the parties. Hence, any person who has a knack for these things can be successful in sales here.
But if you look into the sales pattern of the Pharma Industry, the salespeople have to frequent the doctors and make them brand ambassadors to push sales. Here, we only need persons who are technically oriented about the medicine, its combination particulars, and most importantly, how you cozy up with your ambassador with gifts and royalties. Your ambassador will, in turn, pull the demand from the retailers. Hence, a likely person will be a D. Pharm / B. Pharm / B. Sc graduate who can explain the technicalities better.
On the other end, in insurance - you have to sell the 'risk' to the customer rather than the 'insurance'. The more you highlight and make the customers aware of the risks, the more successful you will be. But here you will have to deal first with your advisors and agents who will be your sales representatives. Train them on insurance terminologies, plan targets for everybody, support and guide them, and follow up to convince their customers for you to be successful. Hence, a likely person would be a B. Com / MBA (Finance) / MBA (Marketing) with a commerce background.
Hence, you see a variable pattern of 'skills - competency match' required for 'selling the products' in each industry. Thus, after being in a particular industry for a long time, it takes time to know the sales tricks and trade secrets of any other industry. Hence, the management generally prefers a guy or girl who has been trained in their own industry to save on the opportunity cost and training costs.
With regards,
Jayesh Yohannan
Acknowledge(0)Amend(0)
I think you are mixing up sales, marketing, and product distribution techniques.
It's not just product knowledge but rather 'how the product is positioned' and 'targeted' which drives the success of a particular salesperson.
If you look into FMCG and Telecom, you need to develop parties (distributors and retailers), fix the targets for each party in their territory, negotiate their incentive pattern with respect to the market demand and supply. It really requires specific skills which not only require target orientation but also skills relating to negotiation, demand forecasting, and the ability to push the sales of a product through the parties. Hence, any person who has a knack for these things can be successful in sales here.
But if you look into the sales pattern of the Pharma Industry, the salespeople have to frequent the doctors and make them brand ambassadors to push sales. Here, we only need persons who are technically oriented about the medicine, its combination particulars, and most importantly, how you cozy up with your ambassador with gifts and royalties. Your ambassador will, in turn, pull the demand from the retailers. Hence, a likely person will be a D. Pharm / B. Pharm / B. Sc graduate who can explain the technicalities better.
On the other end, in insurance - you have to sell the 'risk' to the customer rather than the 'insurance'. The more you highlight and make the customers aware of the risks, the more successful you will be. But here you will have to deal first with your advisors and agents who will be your sales representatives. Train them on insurance terminologies, plan targets for everybody, support and guide them, and follow up to convince their customers for you to be successful. Hence, a likely person would be a B. Com / MBA (Finance) / MBA (Marketing) with a commerce background.
Hence, you see a variable pattern of 'skills - competency match' required for 'selling the products' in each industry. Thus, after being in a particular industry for a long time, it takes time to know the sales tricks and trade secrets of any other industry. Hence, the management generally prefers a guy or girl who has been trained in their own industry to save on the opportunity cost and training costs.
With regards,
Jayesh Yohannan
Acknowledge(0)Amend(0)
Well, whether it's pharma, telecom, or insurance, the domain doesn't matter. A salesperson is a salesperson; he can sell anything. It just depends on hiring a person with good caliber and zeal. If proper 'Training' had been there, the problem wouldn't exist in HR. In that case, the issue arises if they don't appreciate people from other domains and lack the caliber to choose someone with a combination of 'Knowledge + Potential' rather than just having knowledge and no ability to sell the products.
Don't worry, buddy, there are still companies that exist who hire people with good caliber and potential. Keep trying. Good luck.
From India, Mumbai
Acknowledge(0)Amend(0)
Don't worry, buddy, there are still companies that exist who hire people with good caliber and potential. Keep trying. Good luck.
From India, Mumbai
Acknowledge(0)Amend(0)
Well, Ms. Rashmi, I appreciate it, but when you say "Knowledge + Potential," I ask you - 'Knowledge' based on what?
In India, we have a Division of Labor system where we equip our knowledge based on our interests. Therefore, a Medical Representative with a B. Pharma background may not understand the financial tools and jargon of the Insurance/Financial industry. Consequently, it will take more time for them to learn these. So, how can they 'deliver' their potential when an MR is recruited as a Sales Rep for Insurance/FMCG/Durable Products/Telecom Products?
Please refer to the concept of the Right Person at the Right Job and at the Right Time.
Acknowledge(0)Amend(0)
In India, we have a Division of Labor system where we equip our knowledge based on our interests. Therefore, a Medical Representative with a B. Pharma background may not understand the financial tools and jargon of the Insurance/Financial industry. Consequently, it will take more time for them to learn these. So, how can they 'deliver' their potential when an MR is recruited as a Sales Rep for Insurance/FMCG/Durable Products/Telecom Products?
Please refer to the concept of the Right Person at the Right Job and at the Right Time.
Acknowledge(0)Amend(0)
Most of the marketing profesionals are MBA in Marketing after their Graduiation in Science or Commerce.
Thie B.Phamra & D.Pharma introduced in early 1990's before that all Medical Representatives were only BSc. Look We have recruited many sales professional but all of them were not specialised but they knows how to close deal and negotiate, how to quote the price and many such tricks of trades.
For Sales and marketing no speciualization except expereince is required. basically I have appointed many Country Head - Marketing but none were specialsied in specific fields if we are in life saving jackets that doesnot mean he should be rubber technologist to become sales professional for our product.
This is thinking is something unusual from mainstream where as I said we Indians are bitten by the barahminism bug...and we search purity in all aspects of life that is not correct aproach in the process we loose many good talent beause of out dogmatism (Bug).
Partho
From Saudi Arabia
Acknowledge(0)Amend(0)
Thie B.Phamra & D.Pharma introduced in early 1990's before that all Medical Representatives were only BSc. Look We have recruited many sales professional but all of them were not specialised but they knows how to close deal and negotiate, how to quote the price and many such tricks of trades.
For Sales and marketing no speciualization except expereince is required. basically I have appointed many Country Head - Marketing but none were specialsied in specific fields if we are in life saving jackets that doesnot mean he should be rubber technologist to become sales professional for our product.
This is thinking is something unusual from mainstream where as I said we Indians are bitten by the barahminism bug...and we search purity in all aspects of life that is not correct aproach in the process we loose many good talent beause of out dogmatism (Bug).
Partho
From Saudi Arabia
Acknowledge(0)Amend(0)
Dear Partho,
I am sorry, but I did not buy your arguments. If your company is making business by selling a Life Saving Jacket, and for suppose – you appoint a mediocre Manager who had never known about your product, its quality specifications, its performance in different temperature conditions, I don't think he can be able to connect with your product and sell your product to various customers worldwide - since you don't know how your product will perform in various conditions. Being your product so crucial, in fact, if it were me, I would never take any chances that keep my company and its stakeholders in jeopardy. Excuse me.
And if you think that sales means managing the target because one had experience in that, that even you can also do it... No need to purify yourself.
But please don't post any unnecessary arguments that will lead to nowhere. Thanks.
Regards, Jayesh
Acknowledge(0)Amend(0)
I am sorry, but I did not buy your arguments. If your company is making business by selling a Life Saving Jacket, and for suppose – you appoint a mediocre Manager who had never known about your product, its quality specifications, its performance in different temperature conditions, I don't think he can be able to connect with your product and sell your product to various customers worldwide - since you don't know how your product will perform in various conditions. Being your product so crucial, in fact, if it were me, I would never take any chances that keep my company and its stakeholders in jeopardy. Excuse me.
And if you think that sales means managing the target because one had experience in that, that even you can also do it... No need to purify yourself.
But please don't post any unnecessary arguments that will lead to nowhere. Thanks.
Regards, Jayesh
Acknowledge(0)Amend(0)
Hi Rashmi Bhalerao,
As I have mentioned, knowledge + potential make a difference rather than just having knowledge and no potential to sell things.
So, if you want to know what 'knowledge' means, it's nothing but the product knowledge. If product knowledge or training is offered to the right person with the caliber to capture things, it won't make a big difference. Ultimately, one with the right knowledge and ability to sell things can only be an asset.
It's not a medical line wherein only a doctor can treat patients. It's sales. I personally feel that the sales line is not at all a limited profile. From a broader point of view, looking from the HR side, I think a person from insurance or telecom, given good product knowledge about pharma or vice versa, from A to Z, can be an asset. However, companies and HRs are limited by certain policies that sometimes really make no sense.
I understand the first priority should be given to someone from the pharma line for a pharma 'sales' job, etc. But it's an unhealthy practice to not give an opportunity for an insurance person to enter telecom or vice versa. It's sales. It's not medicine, navy, or another field.
It makes no sense to not give opportunities to individuals in the 'sales' profile. One should be liberal to choose, and opportunities should be given to the masses. It's not necessary that an actor is meant only to act. They can be a singer, a dancer, or anything if they have that talent, ability, and zeal to learn more.
I am not here to advise or discuss India's labor or cultures in the East or West, as I find it very irrelevant to go out of the box. We are here to discuss how we can help masses acquire the right job. The best way is by giving an opportunity to the right person.
For example, I even think that an MBA is just a formality. Even an undergrad, if given good training and if they have the ability to learn, should also be given an opportunity. Dhirubhai Ambani, Bill Gates, etc., were not MBAs.
It's just that opportunities given to an individual make a difference, and it's all in our hands, since we are the ones to make company policies.
Thank you.
Rashmi Bhalerao
From India, Mumbai
Acknowledge(0)Amend(0)
As I have mentioned, knowledge + potential make a difference rather than just having knowledge and no potential to sell things.
So, if you want to know what 'knowledge' means, it's nothing but the product knowledge. If product knowledge or training is offered to the right person with the caliber to capture things, it won't make a big difference. Ultimately, one with the right knowledge and ability to sell things can only be an asset.
It's not a medical line wherein only a doctor can treat patients. It's sales. I personally feel that the sales line is not at all a limited profile. From a broader point of view, looking from the HR side, I think a person from insurance or telecom, given good product knowledge about pharma or vice versa, from A to Z, can be an asset. However, companies and HRs are limited by certain policies that sometimes really make no sense.
I understand the first priority should be given to someone from the pharma line for a pharma 'sales' job, etc. But it's an unhealthy practice to not give an opportunity for an insurance person to enter telecom or vice versa. It's sales. It's not medicine, navy, or another field.
It makes no sense to not give opportunities to individuals in the 'sales' profile. One should be liberal to choose, and opportunities should be given to the masses. It's not necessary that an actor is meant only to act. They can be a singer, a dancer, or anything if they have that talent, ability, and zeal to learn more.
I am not here to advise or discuss India's labor or cultures in the East or West, as I find it very irrelevant to go out of the box. We are here to discuss how we can help masses acquire the right job. The best way is by giving an opportunity to the right person.
For example, I even think that an MBA is just a formality. Even an undergrad, if given good training and if they have the ability to learn, should also be given an opportunity. Dhirubhai Ambani, Bill Gates, etc., were not MBAs.
It's just that opportunities given to an individual make a difference, and it's all in our hands, since we are the ones to make company policies.
Thank you.
Rashmi Bhalerao
From India, Mumbai
Acknowledge(0)Amend(0)
Well Ma'am, I duly acknowledge your point of view. You have your bargains, and I have my weights. My notion is — let's learn from each other rather than brickbatting. As I said, we are all right in our suggestions. But your and my applications change as situations change. Let's learn and encourage others to follow. I posted what I knew. It depends on you and our friends to experience it. We have our lifetime for that. What we write here may not be worthy after 5 years down the line — 'Remember Change.' We should always be forward-looking to new suggestions and experiences.
Sorry if I might have hurt many ideologies in the making.
Acknowledge(0)Amend(0)
Sorry if I might have hurt many ideologies in the making.
Acknowledge(0)Amend(0)
Dear seniors,
I think it was a wonderful and healthy discussion about this topic, but I think a salesperson can sell everything depending on their knowledge, capacity, and zeal to learn everything provided by training. As Asha Ji rightly said, the nature of sales is entirely different in Telecom and FMCG. However, one thing is that Pharma and Insurance people are very hardcore salespeople. They sell both products and concepts. They are well trained in both areas, but the problem is that these companies (Telecom and FMCG) will not even give a chance to those people who truly deserve the job.
According to Rashmi Ji's point of view, it's just that opportunities given to an individual make a difference, and it's all in our hands.
From India, Bhubaneswar
Acknowledge(0)Amend(0)
I think it was a wonderful and healthy discussion about this topic, but I think a salesperson can sell everything depending on their knowledge, capacity, and zeal to learn everything provided by training. As Asha Ji rightly said, the nature of sales is entirely different in Telecom and FMCG. However, one thing is that Pharma and Insurance people are very hardcore salespeople. They sell both products and concepts. They are well trained in both areas, but the problem is that these companies (Telecom and FMCG) will not even give a chance to those people who truly deserve the job.
According to Rashmi Ji's point of view, it's just that opportunities given to an individual make a difference, and it's all in our hands.
From India, Bhubaneswar
Acknowledge(0)Amend(0)Looking for something specific? - Join & Be Part Of Our Community and get connected with the right people who can help. Our AI-powered platform provides real-time fact-checking, peer-reviewed insights, and a vast historical knowledge base to support your search.