Workshops
Effective Sales Management
Location:
On 16th & 17th Janauary’09 at Hotel Jaypee Vasant Continental, Vasant Vihar, New Delh
On 19th & 20th Janauary’09 at Hotel Ramada Plaza Palm Grove, Juhu, Mumbai
On 23rd & 24th January’09 at Hotel Taj Gateway, Residency Road, Bangalore
(9.30 am to 5.00 pm on each day)
About the Programme
Managerial Effectiveness - 5/9 12th March 10'
Interviewing Skills - 6/10 13th March 10'
Purchasing & Materials Management (including Supply Chain Management) - 19/20th March 10'
Customer Service Excellence-Retain Customers for Life - 5/6th~9/10th~19/20th February 10'
Performance Management System -9th~19th~23th February 10'
Coaching & Mentoring - 10 ~ 20th~24th February 10'
Effective Storekeeping & Inventory Control - 25/26th February 10'
to Build Teams and Processes That Create Competitive Advantage
About the Workshop
This two days hands-on and interactive workshop is targeted at National Sales Managers, Regional Sales Managers, Branch Managers and Professionals moving into Middle Level Sales Management positions. The workshop will focus on developing all round skills to manage demanding sales role required in tough business times:
1. Developing ability to link corporate strategies to sales objectives.
2. Identify and focus on key sales processes to achieve sales objectives.
3. Cascading the objectives and linking to daily sales performance.
4.Recruiting, training and developing an effective, achievement oriented sales team.
5.Leadership qualities to inspire motivate and manage sales team.
6.Understand, manage challenges and grow key business accounts.
7.Enhance the channel profitability through effective use of commercial techniques.
8.Retain and win over new customers through effective negotiation process.
9.Techniques to manage customer relationship.
10.Identify and strengthen source of competitive advantage.
PROGRAMME CONTENTS
1. Program overview: -
# The Role of the Sales Manager
2. Identify, Operate and Improve Key Sales Processes
# Vision, Mission, and Strategic Principle
# Identifying Key Factors for Success
# Framework for Business Process
# Identifying Key Sales Processes
# Translating Company Vision into Daily Performance
# Long Term Plans and Annual Business Plans
# Key Result Areas
# Target setting and Performance Metrics
# Priority Matrix, Roles and Goals
# Weekly Goals and Daily Plans
3. Leading a High Performance Team
# Leadership challenges in the 21st Century
# Managing Vs Leading the Sales Team
# Building Teams
4. Build and Resource an Effective Sales Team
# Sales Management: Roles and Responsibilities
# Develop the required skills and competencies
# Professional Selling Techniques
5. Managing the Business to Business challenges
# Institutional Selling
# B2B Marketing
# International Best Practices
6. Commercial Management
# Commercial aspects of Sales Operations
# Channel Profitability
# Case Discussion – Return on Investment
7. Negotiation Skills
# Handling objections
# Creating win-win
8. Customer Management
# Developing Sources of Competitive Advantage
# Channel Management.
# Customer focus- Customer Relationship Management
Methodology
Each of the sessions will involve the participants actively through a mix of case studies, videos, exercises and work sheets.
Faculty
Mr. NABENDU GUPTA* has 28 years corporate experience in INDIA and overseas. After his Post Graduate Diploma in Management from IIM Calcutta. He has worked in Sales, Marketing and General Management with the Tatas, Unilever and Reckitt & Colman, where he was General Manager, Delhi. He has subsequently worked as Vice President (Marketing) Reliance Telecom, Senior Vice President (Consumer Products), Pidilite Industries & Chief Executive, Business Standard Ltd.
Mr. RAHUL SARIN** is a Master in Management Studies from University of Bombay with 16 years experience in Sales, Marketing and General Management with Unilever group in India and Overseas. He has experience in strategic areas that include new category development, Sales transformation and business entry plans for new geographies.
* For Mumbai & Bangalore workshops
** For New Delhi workshop
The organizers reserve their right to alter the dates/ course content/ faculty if necessary.
FEE
Rs 10,500/- plus service tax @12% plus educational cess @ 3% = Rs 11,798/- per head. For groups of mimimum three participants at each location, the fee is Rs 9750+ 12.36% service tax= Rs 10,956 per head. Fee is payable in advance by cheque favouring Indian Academy of Management. Fee covers lunch & tea/ coffee and course material. The programme is non-residential.
REGISTRATION:
Kindly send your nomination/s by email , Online or phone or fax immediately indicating the Name/s, Designation, Phone No and E-Mail ID/s of the nominees and clearly indicating the dates and place where they will attend. Thereafter, send the fee cheque by courier to
Indian Academy of Management
Indian Academy of Management
331, Kaliandas Udyog Bhavan, Century Bazar Lane, Worli, Mumbai - 400 025.
Phone No. 022- 3040 3400 or 6588 6060 Fax No. : 022-3040 3401
Please Reply to Us at : E-mail : registrations@indianacademy.org
to reach us at least seven days before the programme date.
