Bridging Classrooms and Corporate: A Guest Session on Value-Based Selling

At SDMIMD, learning extends beyond textbooks—true understanding emerges where academic knowledge meets industry experience. To strengthen this vital connection, the Institute regularly invites industry leaders to share practical insights and engage with students.

As part of the course “Personal Selling Techniques,” SDMIMD had the privilege of hosting Mr. Praveen Shetti, Divisional Head – Berger Paints, Mysuru. With over 17 years of experience in sales, Mr. Shetti currently oversees the sales operations of Berger Paints across 13 districts in Karnataka.

During the session, Mr. Shetti provided valuable perspectives on value-based and consultative selling, drawing from his extensive experience in the Fast-Moving Consumer Durables (FMCD), particularly in the Construction Materials segment. He highlighted that selling high-involvement products goes beyond persuasion—it requires understanding customer needs, fostering trust, and consistently delivering long-term value.

The interactive discussion enabled students to connect classroom concepts with real-world applications, reinforcing the importance of value creation, relationship-building, and strategic selling in today’s dynamic marketplace.