Bengaluru, Aug. 21 -- Late in the 1980s, in a cramped shop in Rajpura, Punjab, three generations of a family business stood behind the counter. The matriarch, at its centre, listened without much expression as a young Wipro salesman named Sunil Batra tried to persuade her to take his soap. She finally said, "You'll get promoted and leave. We'll remain stuck with your soap."
Batra didn't defend the product. He leaned, slightly. "Maaji, you call me your son. Yet wouldn't a mother want her son to get promoted?"
She hesitated, then told the younger man beside her to pull several cartons from the stack.
Standing a step behind, Vineet Agrawal-only months into his first sales job-watched the exchange. Nothing about it felt like a 'pitch'. Bat...
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