Jaipuria Institute of Management, Jaipur organized an Industry Visit at Zydus Wellness Ltd. on September 13, 2012 for the PGDM 2011 – 13 students of “sales management” course. Dr Narendra Sharma, Assistant Professor-Marketing led the team. On this occasion, they all got an opportunity to interact with Shri Path Sharma, Regional Sales Manager who came from regional office- Ahmedabad. He explained them the concepts of sales organization, sales territory, crisis management, and visibility at retailer’s point, mark up and mark down pricing process etc. During the visit, they all came to know about demonstration of wet and dry sampling, C& F distribution, market routing, and primary vs secondary sales process, functioning of C & F, Hub and Spoke model among other issues. The other managers of the company detailed all the students about warehousing, packaging, coding, invoicing and payment cycle etc. Students told that this industry visit has helped them in getting pragmatic approach of the sales management thus it would be of great use in getting and performing a sales job in more efficient manner.