Centre for Continuing Education
Presents
MDP on
Sales Excellence
Turning Conversations into Conversions
Batch – 1
October 9, 2025 | 10 AM to 06 PM | Adani University Campus, Ahmedabad
Centre for Continuing Education
Adani University – Centre For Continuing Education
Adani University is a research-intensive educational institution set up with the objective to empower by focusing on real-world problems and contribute to global sustainability. With its futuristic & inspirational thought leadership from Adani Group, we aim at trans-disciplinary excellence.
AU-CCE (including Executive Education) is poised to enable, empower, and enhance your learning appropriate to your profession. The Centre offers a wide spectrum of programs, that are specifically designed for practicing managers, at various points in their careers, helping them to up-skill and progress, and be the leader that their organization, needs them to be. These programs are designed and delivered by a rich pool of distinguished faculty, industry experts and highly experienced practitioners, to meet various learning requirements of practicing managers.
AU-CCE brings to you the gamut of global experiences, and current knowledge trends through its various programs as below:
- Long Duration Programs
- Executive Certificate Programs
- Certificate Programs
- Customized Programs
About the Program
In today’s competitive landscape, middle management sales professionals face the dual challenge of achieving ambitious targets while leading teams to deliver consistent results. Sales excellence is not just about closing deals, it is about building trust, leveraging data, negotiating effectively, and influencing stakeholders across levels.
This MDP is designed to sharpen the sales acumen of middle-level managers, equipping them with advanced tools and strategies to strengthen client relationships, interpret relevant data, drive sustainable revenue growth, and enhance leadership impact in sales environments. The Program Highlights are:
- Modern Sales Dynamics & Mindset
- Customer-Centric Relationship Building
- Persuasion, Negotiation & Influence
- Data-Driven Sales Excellence (Analytics, CRM & AI)
- Sales Leadership & Execution Discipline
- Essential Soft Skills for Sales Success
Learning Modules
- Shaping attitudes: sales as solution-oriented, not transactional
- Building credibility and trust before pitching
- Sales as a strategic growth drive
- Client engagement and loyalty-building strategies
- Effective partner ecosystem management
- Persuasion and Influencing technique
- Negotiation and objection handling techniques
- Strategic pre-sales: tailoring pitches to budgets, processes, and cultural fit.
- Market study and historical trend analysis.
- Target audience segmentation and forecasting.
- Sales dashboards and CRM adoption
- Interpreting and presenting data insights
- Leveraging AI for proposals, market research, and client solutions
- Sales cycle lead → qualification → conversion → closure → retention
- Communication, grooming, and professional presence (condensed)
- Objection handling: The Verbal and the Non-verbal
Facilitator
Dr. Baishali Mitra
Associate Professor, Faculty of Management Sciences, Adani University.
An educator in the field of Strategic Communication and Corporate Communication, with 25 years of experience in academia, Dr. Mitra holds expertise in grooming corporate executives, post-graduate students, and entrepreneurs. Her research interest lies in the dynamics of innovative communication strategies and entrepreneurship. After completing her double M.A. in Linguistics and English Literature, she received her Ph.D. in English Diaspora Literature from Osmania University. She has completed her Executive Program in ‘Communication Strategies for Corporate Leaders’ from IIM, Calcutta. She is a qualified Business English Certificate Trainer from British Council, India. Her research in mobile-enabled language learning under the UGC Grant has helped students with anytime, anywhere learning. She is dedicated to mentoring professionals, integrating innovative ideas for problem-solving and decision-making in business with an entrepreneurial mindset.
Mr. Karan Radia
Assistant Professor, Faculty of Management Sciences, Adani University.
Mr. Radia is an Assistant Professor of Marketing at the Faculty of Management Sciences, Adani University. He has expertise in B2B marketing, sales performance, and immersive service experience. Prior to joining academia full-time, he worked at Nielsen in Consumer and Media View analytics for the ANZ market. Mr. Radia has taught a variety of marketing courses across institutions, including IIT Mandi, Adani University, Ganpat University, and PDEU, and his research has been published in top-tier journals such as the Journal of Business Research, Journal of Retailing and Consumer Services, and International Journal of Consumer Studies.
- Learning Outcomes
Through real-world business simulations, case studies, and group activities, participants will be able to:
- Build Strong Client Relationships
- Master Negotiation & Influence
- Leverage Data & Technology by applying analytics, CRM, and AI tools
- Drive Growth with Execution Discipline for sustainable revenue generation.
- Elevate Sales Leadership Presence
- Training Pedagogy
- Interactive Lectures and Concept Sessions
- Case Studies and Industry Examples
- Hands-on Analytics Exercises
- Group Activities and Peer Learning
- Who Should Attend
Mid-level sales managers and professionals across various sectors
Entrepreneurs aiming to refine their sales strategies, strengthen decision-making, and scale performance to the next level.
Business Leaders
Consultants
- When & Where?
| Date | October 9, 2025 |
| Day | Thursday |
| Duration | 10:00 AM to 6.00 PM |
| Mode | Offline |
| Venue | Adani University Campus, Adani Shantigram – 382421 |
Investment
Rs. 6,500/‑ per participant plus 18% GST.
Special 10% discount for the Adani Group Participant, and a concession of 20% in case of nominating more than 3 participants from same organization.
