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Content preview: Webinar on Lead Management On
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Subject: ***SPAM*** Webinar on Lead Management
This is a multi-part message in MIME format.
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Webinar on
Lead Management
On
14th May 2021
11:00 am to 04.30 pm
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Key Take Aways
Master the art and science of personal selling
Understand the nature and importance of leads
Know the various techniques of objection handling and going past gatekeepers
Drive growth through referrals and lead conversion
Advanced techniques of closing the deal
Focused Account based planning
Who Should Attend
Anyone in the business of Direct sales both Customer facing professionals
and Field force management, Experienced Sales professionals looking to
further sharpen selling skills.
Contents
1. Introduction and Icebreaker
2. Expectation Mapping
3. Context Setting for the Program
4. Lead Management
* Definition
* Types of leads
* Difference between lead and a prospect
5. Lead Generation
* Prospecting Techniques
* Getting referrals
* Collaborating
* Building a lead pipeline
6. Converting A Lead To A Prospect
* Handling Gate Keepers - Types of gate keepers, overcoming resistance
7. Converting Prospect To A Sale
* Prospect Profiling Tool
* Prepreparation
* Focusing footfalls to drive lead conversion
* Approach- Secure interest/ Gain Attention/Objection Handling
* Follow up techniques
* Purchase Trigger matrix
* Importance of Post Call analysis
8. Driving Growth
* Building the referral channel
* Account based planning
Profile of Faculty
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Experience of 20+ years in Behavioral and Functional Training, Profit Centre
Operations and Sales & Distribution Management. Have facilitated and coached
clients from wide range of industries. Retired from HUL as Senior Manager
Channel Operations. Currently operating from Bangalore, Kolkata and Delhi.
Mr Suresh is Guest Faculty at IIM-C for MDC programs for Senior management
as well as ISS probationers
Mr. Gopalaswamy has Diplomas in Management, HR Management, Change management
and a certification in Storytelling. Mr. Gopalaswamy's area of expertise
include Sales Management, selling techniques, Business Partner Management,
Lead Management, Train the Trainer, Competency Mapping & Development,
Business Story Telling, Change Management, Execution Skills among many
others.Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure
Sector exposure: Manufacturing, Heavy Engineering, Industrial Products,
Automobile, Automobile Parts, Oil and Gas, PSUs, Energy, Electricity Supply,
Infrastructure, Paints, Adhesives, FMCG, Consumer Durables, Hospitality,
Health Care, Fashion, Music Sales, Appliances, Real Estate, Projects,
Telecom, IT, Banking, Jewelry.
Course's time structure:
Session - (11:00am to 4.30pm) 30mins Break Included
Pre-requisites: You should have good internet connection and good quality
headphone/speaker set with Laptop Desktop. You should have notepad/pen to
note down important points.
How To Register
Fee Structure :- Per participants
Rs. 7000/-
18% GST is applicable
> Mode of Payment: NEFT /Paytm / Credit Card/ GPAY
> Fees include certificate of participation & Course Material.
*Terms & Conditions apply
Best regards
For GFORD Institute of Management Pvt Ltd
Rajat Gupta
Email: gfordseminars@outlook.com
Mob. :9711114779 / 8929596899
For Query and nominations - 9540012349 only Whatsapp
For unsubscribe from the mailing list, please mail us on
deletemailgford@gmail.com.
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</head>
<body lang=3DEN-US link=3Dblue vlink=3Dpurple>
<div class=3DSection1>
<div align=3Dcenter>
<table class=3DMsoNormalTable border=3D1 cellspacing=3D1 cellpadding=3D0 =
width=3D732
bgcolor=3D"#E5DFEC" =
style=3D'width:548.9pt;background:#E5DFEC;border-top:outset;
=
border-left:outset;border-bottom:inset;border-right:inset;border-color:#0=
070C0;
border-width:1.0pt'>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D730 height=3D43 bgcolor=3D"#FFC000" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
border-top:inset #0070C0 1.0pt;background:#FFC000;padding:.75pt .75pt =
.75pt .75pt;
height:32.5pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><font size=3D4 face=3DEbrima><span =
lang=3DEN-IN
style=3D'font-size:15.0pt;font-family:Ebrima'>Webinar =
on<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><b><font size=3D6 face=3DEbrima><span =
lang=3DEN-IN
style=3D'font-size:21.0pt;font-family:Ebrima;font-weight:bold'>Lead =
Management</span></font></b><b><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D4 style=3D'height:2.75pt'>
<td width=3D730 height=3D4 style=3D'width:547.5pt;border:solid =
windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:2.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Ebrima'>On<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><b><font size=3D5 face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:17.0pt;font-family:Ebrima;font-weight:bold'>14<sup>th<=
/sup>
May 2021 <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>11:00
am to 04.30 pm<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D4 style=3D'height:2.75pt'>
<td width=3D730 height=3D4 bgcolor=3D"#FFC000" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
background:#FFC000;padding:.75pt .75pt .75pt .75pt;height:2.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><font size=3D3 face=3DEbrima><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Ebrima'>By<o:p></o:p></span></font>=
</p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Mr. Suresh Gopalaswamy =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Visiting Faculty at IIM & Senior =
Advisor</span></font></b><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'><o:p></o:p></span></font></=
p>
</td>
</tr>
<tr height=3D130 style=3D'height:97.5pt'>
<td width=3D730 height=3D130 style=3D'width:547.5pt;border:solid =
windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:97.5pt'>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:4.25pt;margin-bottom:.0001pt;text-align:justify'><b><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Key Take Aways<o:p></o:p></span></font></b></p>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:18.5pt;margin-bottom:.0001pt;text-align:justify'><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Master
the art and science of personal selling<o:p></o:p></span></font></p>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:18.5pt;margin-bottom:.0001pt;text-align:justify'><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Understand
the nature and importance of leads<o:p></o:p></span></font></p>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:18.5pt;margin-bottom:.0001pt;text-align:justify'><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Know
the various techniques of objection handling and going past =
gatekeepers<o:p></o:p></span></font></p>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:18.5pt;margin-bottom:.0001pt;text-align:justify'><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Drive
growth through referrals and lead =
conversion<o:p></o:p></span></font></p>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:18.5pt;margin-bottom:.0001pt;text-align:justify'><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Advanced
techniques of closing the deal<o:p></o:p></span></font></p>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:18.5pt;margin-bottom:.0001pt;text-align:justify'><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Focused
Account based planning<o:p></o:p></span></font></p>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:4.25pt;margin-bottom:.0001pt;text-align:justify'><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'><o:p> </o:p></span></f=
ont></p>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:4.25pt;margin-bottom:.0001pt;text-align:justify'><b><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima;
font-weight:bold'>Who Should Attend<o:p></o:p></span></font></b></p>
<p style=3D'mso-margin-top-alt:0in;margin-right:0in;margin-bottom:0in;
margin-left:4.25pt;margin-bottom:.0001pt;text-align:justify'><font =
size=3D3
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Anyone
in the business of Direct sales both Customer facing professionals and =
Field
force management, Experienced Sales professionals looking to further =
sharpen
selling skills.<o:p></o:p></span></font></p>
<p align=3Dcenter =
style=3D'margin:0in;margin-bottom:.0001pt;text-align:center'><b><font
size=3D5 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:18.0pt;font-family:Ebrima;
font-weight:bold'>Contents<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:.25in;text-align:justify;text-indent:
-6.6pt;line-height:115%;mso-list:l27 level1 lfo27'><![if =
!supportLists]><font
size=3D2 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;
font-family:Ebrima'><span style=3D'mso-list:Ignore'>1.<font size=3D1
face=3D"Times New Roman"><span style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Ebrima'>Introducti=
on
and Icebreaker<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.25in;text-align:justify;text-indent:
-6.6pt;line-height:115%;mso-list:l27 level1 lfo27'><![if =
!supportLists]><font
size=3D2 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;
font-family:Ebrima'><span style=3D'mso-list:Ignore'>2.<font size=3D1
face=3D"Times New Roman"><span style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Ebrima'>Expectatio=
n
Mapping<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.25in;text-align:justify;text-indent:
-6.6pt;line-height:115%;mso-list:l27 level1 lfo27'><![if =
!supportLists]><font
size=3D2 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;
font-family:Ebrima'><span style=3D'mso-list:Ignore'>3.<font size=3D1
face=3D"Times New Roman"><span style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Ebrima'>Context
Setting for the Program<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.25in;text-align:justify;text-indent:
-6.6pt;line-height:115%;mso-list:l27 level1 lfo27'><![if =
!supportLists]><font
size=3D2 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;
font-family:Ebrima'><span style=3D'mso-list:Ignore'>4.<font size=3D1
face=3D"Times New Roman"><span style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Ebrima'>Lead
Management <o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28'><![if !supportLists]><font size=3D3
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Definition<o:p></o:p></span=
></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28'><![if !supportLists]><font size=3D3
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Types
of leads <o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:2.0pt;
=
margin-bottom:0in;margin-left:39.75pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:0in;mso-list:l16 level1 lfo28'><![if !supportLists]><font =
size=3D3
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Difference
between lead and a prospect<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in'><font size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Ebrima'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.25in;text-align:justify;text-indent:
-6.6pt;mso-list:l27 level1 lfo27'><![if !supportLists]><font size=3D2
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;font-family:Ebrima'><span
style=3D'mso-list:Ignore'>5.<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Ebrima'>Lead =
Generation<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Prospecting
Techniques<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Getting
referrals<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Collaborating<o:p></o:p></s=
pan></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28'><![if !supportLists]><font size=3D3
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Building
a lead pipeline<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in'><font size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Ebrima'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.25in;text-align:justify;text-indent:
-6.6pt;mso-list:l27 level1 lfo27'><![if !supportLists]><font size=3D2
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;font-family:Ebrima'><span
style=3D'mso-list:Ignore'>6.<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Ebrima'>Converting =
A Lead To A
Prospect <o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28'><![if !supportLists]><font size=3D3
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Handling
Gate Keepers – Types of gate keepers, overcoming resistance =
<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in'><font size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Ebrima'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.25in;text-align:justify;text-indent:
-6.6pt;mso-list:l27 level1 lfo27'><![if !supportLists]><font size=3D2
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;font-family:Ebrima'><span
style=3D'mso-list:Ignore'>7.<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Ebrima'>Converting =
Prospect To
A <st1:City w:st=3D"on"><st1:place =
w:st=3D"on">Sale</st1:place></st1:City><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Prospect
Profiling Tool<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Prepreparation<o:p></o:p></=
span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Focusing
footfalls to drive lead conversion <o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Approach-
Secure interest/ Gain Attention/Objection =
Handling<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Follow
up techniques<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Purchase
Trigger matrix<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28;mso-element:frame'><![if =
!supportLists]><font
size=3D3 face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Wingdings'><span style=3D'mso-list:Ignore'>ü<font size=3D1 =
face=3D"Times New Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Importance
of Post Call analysis<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-element:frame'><font size=3D3 face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Ebrima'><o:p> </o:p></span></f=
ont></p>
<p class=3DMsoNormal =
style=3D'margin-left:.25in;text-align:justify;text-indent:
-6.6pt;mso-list:l27 level1 lfo27'><![if !supportLists]><font size=3D2
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;font-family:Ebrima'><span
style=3D'mso-list:Ignore'>8.<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Ebrima'>Driving =
Growth<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28'><![if !supportLists]><font size=3D3
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Building
the referral channel<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:39.75pt;text-align:justify;text-indent:
0in;mso-list:l16 level1 lfo28'><![if !supportLists]><font size=3D3
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Account
based planning<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 height=3D82 style=3D'width:547.5pt;border:solid =
windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Ebrima;
font-weight:bold'>Profile of Faculty<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Ebrima;
font-weight:bold'>Mr. Suresh Gopalaswamy =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><b><font size=3D3 face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Ebrima;font-weight:bold'>Visiting =
Faculty
at IIM & Senior Advisor <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Ebrima'>Experience of 20+ years in Behavioral and
Functional Training, Profit Centre Operations and Sales & =
Distribution
Management. Have facilitated and coached clients from wide range of
industries. Retired from HUL as Senior Manager Channel Operations. =
Currently
operating from <st1:City w:st=3D"on">Bangalore</st1:City>, Kolkata and =
<st1:City
w:st=3D"on"><st1:place w:st=3D"on">Delhi</st1:place></st1:City>. Mr =
Suresh is
Guest Faculty at IIM-C for MDC programs for Senior management as well =
as ISS
probationers<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Ebrima'>Mr. Gopalaswamy has Diplomas in Management, =
HR
Management, Change management and a certification in Storytelling. Mr.
Gopalaswamy’s area of expertise include Sales Management, =
selling
techniques, Business Partner Management, Lead Management, Train the =
Trainer,
Competency Mapping & Development, Business Story Telling, Change
Management, Execution Skills among many others.Mr. Gopalaswamy has a =
wide
Industry/Functional Experience / exposure Sector exposure: =
Manufacturing, Heavy
Engineering, Industrial Products, Automobile, Automobile Parts, Oil =
and Gas,
PSUs, Energy, Electricity Supply, Infrastructure, Paints, Adhesives, =
FMCG,
Consumer Durables, Hospitality, Health Care, Fashion, Music Sales,
Appliances, Real Estate, Projects, Telecom, IT, Banking, =
Jewelry.<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D61 style=3D'height:45.9pt'>
<td width=3D730 height=3D61 style=3D'width:547.5pt;border:solid =
windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:45.9pt'>
<p class=3DMsoNormal =
style=3D'margin-right:.05in;text-align:justify'><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Course’s
time structure:<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Ebrima'>Session
– (11:00am to 4.30pm) 30mins Break Included =
<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Ebrima'>Pre-requisites: You
should have good internet connection and good quality =
headphone/speaker set
with Laptop Desktop. You should have notepad/pen to note down =
important
points.<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D26 style=3D'height:19.7pt'>
<td width=3D730 height=3D26 style=3D'width:547.5pt;border:solid =
windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:19.7pt'>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D5 =
face=3DArial><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Arial;font-weight:bold'>How To
Register <o:p></o:p></span></font></b></p>
<table class=3DMsoNormalTable border=3D1 cellspacing=3D0 =
cellpadding=3D0
style=3D'border-collapse:collapse;border:none'>
<tr>
<td width=3D325 style=3D'width:244.05pt;border:double windowtext =
1.5pt;
padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-right:8.9pt;text-align:center'><b><u><font
size=3D4 face=3DArial><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Arial;font-weight:bold'>Fee Structure :- Per =
participants<o:p></o:p></span></font></u></b></p>
</td>
<td width=3D145 style=3D'width:108.45pt;border:double windowtext =
1.5pt;
border-left:none;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-right:8.9pt;text-align:center'><b><font
size=3D4 face=3DArial><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Arial;font-weight:bold'>Rs. =
7000/-<u><o:p></o:p></u></span></font></b></p>
</td>
</tr>
</table>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DArial><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Arial;font-weight:bold'>18%
GST is applicable<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><font size=3D4 =
face=3DArial><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Arial'>> Mode of =
Payment:
NEFT /Paytm / Credit Card/ GPAY<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><font size=3D4 =
face=3DArial><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Arial'>> Fees =
include
certificate of participation & Course =
Material.<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><font size=3D4 =
face=3DArial><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Arial'>*Terms & =
Conditions
apply <o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DArial><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Arial;font-weight:bold'> </spa=
n></font></b><font
size=3D4 face=3DArial><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Arial'><o:p></o:p></span></font></p=
>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Best
regards</span></font></b><font size=3D4 face=3DEbrima><span =
lang=3DEN-IN
=
style=3D'font-size:14.0pt;font-family:Ebrima'><o:p></o:p></span></font></=
p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>For
GFORD Institute of Management Pvt Ltd</span></font></b><font size=3D4
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima'><o:p></o:p></span></font></=
p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Rajat
Gupta</span></font></b><font size=3D4 face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:14.0pt;font-family:Ebrima'><o:p></o:p></span></font></=
p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Email:&nbs=
p;gfordseminars@outlook.com</span></font></b><strong><b><font
size=3D4 face=3DEbrima><span lang=3DFR =
style=3D'font-size:14.0pt;font-family:Ebrima'> </span></font></b></s=
trong><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima'><o:p></o:p></span></font></=
p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Mob.
:9711114779 / 8929596899<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>For
Query and nominations – 9540012349 only =
Whatsapp<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima'><o:p> </o:p></span></f=
ont></p>
<p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0in'><font size=3D4
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:13.0pt;font-family:Ebrima'>For
unsubscribe from the mailing list, please mail us on =
deletemailgford@gmail.com</span></font><font
size=3D3 face=3DEbrima><span lang=3DEN-IN =
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@KyuuKazami