Sudha Mani

Inquirer
DISC Type : cd

Co Editor at Industrial Marketing Management (IMM)

Melbourne, Victoria, Australia

Overview

Dr. Sudha Mani is an Associate Professor of Marketing at Monash University and Co-Editor for Industrial Marketing Management. An alumna of The University of Western Ontario, her award-winning research focuses on franchise governance, sales management, and B2B marketing, applying advanced econometric methods to big data.

Sudha is passionate about mentorship, diversity, and inclusion in academia. This commitment is highlighted by her Vice-Chancellors award for contributions to the Master of Indigenous Business Leadership program. She actively encourages and develops the next generation of academic researchers in her field.

Her research on franchising contributed to the Australian Parliamentary Inquiry Committees report on the Franchising Code of Conduct.

Personality Overview

Hard To Convince

Upfront

ROI Conscious

They don’t always try to control the conversation but neither do they like yielding it fully.  They care equally about the product and its potential impact. They respond well to confident salespeople.

Topics They Care About

Franchise Governance
Her core research expertise is in franchisor-franchisee relations, and her work has influenced government policy in Australia.
B2B Research
As Co-Editor for Industrial Marketing Management, she is actively working to build a vibrant community for B2B researchers and practitioners.
Sales Management
A key pillar of her academic research, she applies advanced data analysis to understand and improve sales team performance and relationships.

Media Appearances

Sudha has no verified media appearances

Work History

1-2026
Co Editor at Industrial Marketing Management (IMM)
1-2025
Editorial Review Board Member at Journal of the Academy of Marketing Science
7-2023
Associate Professor at Monash University
1-2022 - 1-2025
Phd Program Director - Marketing at Monash University
5-2017 - 6-2023
Senior Lecturer of Marketing at Monash University

Education

2002 - 2007
Doctor of Philosophy (Ph.D.) from The University of Western Ontario - Richard Ivey School of Business
1996 - 1998
MBE from Delhi University

More Information

Social Presence :

Prographics :

Exp : 13 Location : Melbourne, Victoria, Australia Job Level : N/A Designation : Co Editor at Industrial Marketing Management (IMM)
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Insights For Selling To Sudha

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Highlight the competitive differentiation of your product
  • Refer to testimonials from others in similar positions

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Do not give up if they are not convinced, try again with a different approach
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sudha is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Sudha

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Sudha move?

  • Their decision making speed is somewhere in the middle.
  • Can Sudha take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Sudha

Personality Compatibility


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