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Return-Receipt-To: "Rajeev Gupta" <eventtrain967@gmail.com>
From: "Rajeev Gupta" <eventtrain967@gmail.com>
To: <info@kohli.cards>
Subject: Key Account Management
Date: Mon, 8 Apr 2019 16:08:05 +0530
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Content preview: Key Account Management 18th April 2019 - Mumbai - Hyatt Regency
20th April 2019 - Bangalore - ReGenTa Place Cunningham
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Key Account Management
18th April 2019 - Mumbai - Hyatt Regency
20th April 2019 - Bangalore - ReGenTa Place Cunningham
24th April 2019 - Chennai - Hyatt Regency
26th April 2019 - Delhi - The Leela
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Overview
This program focuses on creating a structure for account management
professionals to develop a strategy to manage the critical customer
relationships that ensure business success. This leads one to examine the
operational processes required for effective account management and good
working relationships between both parties.
Techniques for increasing the penetration throughout the depth and breadth
of the account are covered. In addition, the key elements of handling
meetings, negotiations, building buyer needs, and understanding the
emotional influencers which motivate people to buy, are also examined and
discussed.
The course is very practical in nature, and includes exercises, which give
the participants and opportunity to reflect on how the subject matter
relates specifically to their existing accounts. It also provides tips and
ideas to assist participants successful manage high value accounts.
Who Should Attend
Meant for experienced sales professionals who manage key accounts, and
strategic business relationships
Pre requisite
It is important that participants have already attended professional sales
training, as this program is focused on developing higher level client
relationships, and identifying key strategies to help enhance their current
sales techniques
Course Objectives
. Consider the constantly changing role of the Key Account Manager
. Examine proven practices in the development of sales, which relies on
creating effective business partnerships
. Gather ability to use techniques for achieving account goals and
objectives
. Understand the strategic processes and operational objectives which lead
to increased account penetration and maximum profit opportunities
. Develop a broader understanding of 'customer behaviors' and their impact
on buying decisions
. Know how to handle an account meeting and the negotiations within it
What You Will Gain
. A clearly defined, timely, and dynamic approach to the planning process,
not just for the present, but more importantly, for the future
. An insight into the key strategic and operational processes, as well as
the marketing principles, that will enable delegates to understand the
importance of getting the account strategy right
. Techniques for building the best relationships with key accounts
Contents
> Introduction and Icebreaker
> Expectation Mapping
> Context Setting for the Program
> What is KAM
> Basics: Elements of KAM
Difference between KAM and selling
What are Key Accounts
Benefits of KAM
> Defining and Selecting Key Accounts
> Determining the Key Account Portfolio
> Types of KAM
> Contextualizing each KAM type
> Selling to Key Account
> Relational development Model
> Business Planning
> Alignment & Value Creation
> Influencing and Negotiating
> Account Strategy
> From Customer Service to Customer intimacy
> From KAM to SAM - Strategic Account Management
> What is your Influencing Style
> What is your Negotiating style
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. Has facilitated and coached
clients from wide range of industries. Retired from HUL as Senior Manager
Channel Operations. MR Gopalaswamy 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,
Competency Mapping & Development, Business Story Telling, Change Management,
Execution Skills among many others.
Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure
spanning Civil Services, PSUs, FMCG, Consumer Durables, Fashion Garments,
Manufacturing, Industrial Products, Automobile Parts, Infrastructure,
Hospitality and Health Care
Timings: 10:00 am - 5:00 pm, Registration begins at 9:30 am*
How to Register:
> Fees: Rs. 9900 /- +18 % GST per person.
> Please write to gcmseminars@yahoo.com
> Call Mr. Rajeev Gupta- 9711114779 / 9540012349 / Call -011-42111617
> Mode of Payment: Cheque / DD / NEFT /Paytm
> Cheque favouring GCM Worldwide payable at New Delhi.
> Our GSTN. No. : 07AECPA0806Q1ZO
> Fees include Refreshment, Lunch & Course Material. *Terms & Condition
Apply.
GCM Worldwide
SF - 46, Cross River Mall, Plot No. 9B & 9C, Near Karkardooma Court Metro
Station
Karkardooma, (CBD Shahdara) Delhi - 110032
Tel -011-42111616/617
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bold;font-style:italic'>Key Account =
Management</span></font></i></b><b><font
size=3D6 color=3D"#c4bc96" face=3D"Arial Black"><span lang=3DEN-IN =
style=3D'font-size:
27.0pt;font-family:"Arial =
Black";color:#C4BC96;font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
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<td width=3D730 height=3D91 bgcolor=3D"#17365D" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
background:#17365D;padding:.75pt .75pt .75pt .75pt;height:.95in'>
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style=3D'margin-left:74.85pt;text-indent:0in;line-height:
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lang=3DEN-IN
=
style=3D'font-size:12.0pt;line-height:115%;font-family:Verdana;color:#C4B=
C96;
font-weight:bold'>18<sup>th</sup> April 2019 – Mumbai - Hyatt =
Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:74.85pt;text-indent:0in;line-height:
115%'><b><font size=3D3 color=3D"#c4bc96" face=3DVerdana><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;line-height:115%;font-family:Verdana;color:#C4B=
C96;
font-weight:bold'>20<sup>th</sup> April 2019 – <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Bangalore</st1:place></st1:City> – <st1:Street =
w:st=3D"on"><st1:address
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Cunningham<o:p></o:p></span></font></b></p>
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style=3D'margin-left:74.85pt;text-indent:0in;line-height:
115%'><b><font size=3D3 color=3D"#c4bc96" face=3DVerdana><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;line-height:115%;font-family:Verdana;color:#C4B=
C96;
font-weight:bold'>24<sup>th</sup> April 2019 – Chennai – =
Hyatt
Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:74.85pt;text-indent:0in;line-height:
115%'><b><font size=3D3 color=3D"#c4bc96" face=3DVerdana><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;line-height:115%;font-family:Verdana;color:#C4B=
C96;
font-weight:bold'>26<sup>th</sup> April 2019 – <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Delhi</st1:place></st1:City> - The =
Leela<o:p></o:p></span></font></b></p>
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=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><b><font size=3D4 color=3D"#c4bc96" =
face=3DVerdana><span
=
style=3D'font-size:13.0pt;font-family:Verdana;color:#C4BC96;font-weight:b=
old'>By<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center;line-height:115%'><b><font
size=3D4 color=3D"#c4bc96" face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:13.0pt;
=
line-height:115%;font-family:Verdana;color:#C4BC96;font-weight:bold'>Mr.
Suresh Gopalaswamy <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center;line-height:115%'><b><font
size=3D4 color=3D"#c4bc96" face=3DGeorgia><span =
style=3D'font-size:13.0pt;line-height:
115%;font-family:Georgia;color:#C4BC96;font-weight:bold'>Visiting =
Faculty at
IIM & Senior Advisor</span></font></b><b><font color=3D"#c4bc96"
face=3DVerdana><span lang=3DEN-IN =
style=3D'line-height:115%;font-family:Verdana;
color:#C4BC96;font-weight:bold'><o:p></o:p></span></font></b></p>
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<td width=3D730 height=3D82 bgcolor=3D"#C6D9F1" =
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background:#C6D9F1;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<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-indent:0i=
n'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
=
Georgia;color:#002060;font-weight:bold'>Overview<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>This =
program
focuses on creating a structure for account management professionals =
to
develop a strategy to manage the critical customer relationships that =
ensure
business success. This leads one to examine the operational processes =
required
for effective account management and good working relationships =
between both
parties.<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 color=3D"#002060" face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>Techniques =
for
increasing the penetration throughout the depth and breadth of the =
account
are covered. In addition, the key elements of handling meetings, =
negotiations,
building buyer needs, and understanding the emotional influencers =
which
motivate people to buy, are also examined and =
discussed.<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>The =
course is very
practical in nature, and includes exercises, which give the =
participants and
opportunity to reflect on how the subject matter relates specifically =
to
their existing accounts. It also provides tips and ideas to assist
participants successful manage high value =
accounts.<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-indent:0i=
n'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060;font-weight:bold'>Who Should =
Attend<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>Meant for
experienced sales professionals who manage key accounts, and strategic
business relationships<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-indent:0i=
n'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060;font-weight:bold'>Pre =
requisite<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>It is =
important
that participants have already attended professional sales training, =
as this
program is focused on developing higher level client relationships, =
and
identifying key strategies to help enhance their current sales =
techniques<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-indent:0i=
n'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060;font-weight:bold'>Course =
Objectives<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Consider
the constantly changing role of the Key Account =
Manager<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Examine
proven practices in the development of sales, which relies on creating
effective business partnerships<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Gather
ability to use techniques for achieving account goals and =
objectives<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Understand
the strategic processes and operational objectives which lead to =
increased
account penetration and maximum profit =
opportunities<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Develop a
broader understanding of ‘customer behaviors’ and their =
impact on
buying decisions<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Know how
to handle an account meeting and the negotiations within =
it<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-indent:0i=
n'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060;font-weight:bold'>What You Will =
Gain<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• A =
clearly
defined, timely, and dynamic approach to the planning process, not =
just for
the present, but more importantly, for the =
future<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
An insight
into the key strategic and operational processes, as well as the =
marketing
principles, that will enable delegates to understand the importance of
getting the account strategy right<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Techniques
for building the best relationships with key =
accounts<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 height=3D82 bgcolor=3D"#C6D9F1" =
style=3D'width:547.5pt;border:none;
background:#C6D9F1;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<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><i><font size=3D6 color=3D"#002060" =
face=3DGeorgia><span
=
style=3D'font-size:27.0pt;font-family:Georgia;color:#002060;font-weight:b=
old;
font-style:italic'>Contents<o:p></o:p></span></font></i></b></p>
<table class=3DMsoNormalTable border=3D1 cellspacing=3D0 =
cellpadding=3D0
style=3D'margin-left:4.05pt;border-collapse:collapse;border:none'>
<tr>
<td width=3D362 style=3D'width:271.85pt;border:solid black =
1.0pt;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> =
Introduction and
Icebreaker<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Expectation
Mapping<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Context =
Setting
for the Program</span></font></b><b><i><font size=3D3 =
color=3D"#002060"
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060;
=
font-weight:bold;font-style:italic'><o:p></o:p></span></font></i></b></p>=
</td>
<td width=3D363 style=3D'width:271.9pt;border:solid black =
1.0pt;border-left:
none;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> What is =
KAM<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Basics: =
Elements
of KAM<o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
=
0in;margin-bottom:0in;margin-left:22.4pt;margin-bottom:.0001pt'><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'>Difference between KAM and =
selling<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
=
0in;margin-bottom:0in;margin-left:22.4pt;margin-bottom:.0001pt'><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'>What are Key =
Accounts<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
=
0in;margin-bottom:0in;margin-left:22.4pt;margin-bottom:.0001pt'><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'>Benefits of =
KAM<o:p></o:p></span></font></p>
</td>
</tr>
<tr>
<td width=3D362 style=3D'width:271.85pt;border:solid black =
1.0pt;border-top:
none;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Defining =
and
Selecting Key Accounts<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Determining =
the
Key Account Portfolio<o:p></o:p></span></font></b></p>
</td>
<td width=3D363 =
style=3D'width:271.9pt;border-top:none;border-left:none;
border-bottom:solid black 1.0pt;border-right:solid black =
1.0pt;padding:
0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Types of =
KAM<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> =
Contextualizing
each KAM type<o:p></o:p></span></font></b></p>
</td>
</tr>
<tr>
<td width=3D362 style=3D'width:271.85pt;border:solid black =
1.0pt;border-top:
none;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Selling to =
Key
Account<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Relational
development Model<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Business =
Planning<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Alignment =
&
Value Creation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Influencing =
and
Negotiating</span></font></b><b><i><font size=3D3 color=3D"#002060"
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060;
=
font-weight:bold;font-style:italic'><o:p></o:p></span></font></i></b></p>=
</td>
<td width=3D363 =
style=3D'width:271.9pt;border-top:none;border-left:none;
border-bottom:solid black 1.0pt;border-right:solid black =
1.0pt;padding:
0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Account =
Strategy<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> From =
Customer
Service to Customer intimacy<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> From KAM to =
SAM
– Strategic Account Management</span></font></b><b><i><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
=
Georgia;color:#002060;font-weight:bold;font-style:italic'><o:p></o:p></sp=
an></font></i></b></p>
</td>
</tr>
<tr>
<td width=3D362 style=3D'width:271.85pt;border:solid black =
1.0pt;border-top:
none;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:0in;text-indent:0in'><b><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> What is =
your
Influencing Style</span></font></b><b><i><font size=3D3 =
color=3D"#002060"
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060;
=
font-weight:bold;font-style:italic'><o:p></o:p></span></font></i></b></p>=
</td>
<td width=3D363 =
style=3D'width:271.9pt;border-top:none;border-left:none;
border-bottom:solid black 1.0pt;border-right:solid black =
1.0pt;padding:
0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-indent:0in'>=
<b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> What is =
your
Negotiating style</span></font></b><b><i><font size=3D3 =
color=3D"#002060"
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060;
=
font-weight:bold;font-style:italic'><o:p></o:p></span></font></i></b></p>=
</td>
</tr>
</table>
<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><i><font size=3D6 color=3D"#002060" =
face=3DGeorgia><span
=
style=3D'font-size:27.0pt;font-family:Georgia;color:#002060;font-weight:b=
old;
font-style:italic'><o:p></o:p></span></font></i></b></p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 height=3D82 bgcolor=3D"#C6D9F1" =
style=3D'width:547.5pt;border:none;
background:#C6D9F1;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D4 =
color=3D"#002060"
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:14.0pt;line-height:115%;
font-family:Georgia;color:#002060;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 =
color=3D"#002060"
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;
font-family:Georgia;color:#002060;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 color=3D"#002060" =
face=3DGeorgia><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060;
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 color=3D"#002060" face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>Experience =
of 20+
years in Behavioral and Functional Training, Profit Centre Operations =
and
Sales & Distribution Management. Has facilitated and coached =
clients
from wide range of industries. Retired from HUL as Senior Manager =
Channel
Operations. MR Gopalaswamy 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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>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, =
Competency
Mapping & Development, Business Story Telling, Change Management,
Execution Skills among many others.<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 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>Mr. =
Gopalaswamy
has a wide Industry/Functional Experience / exposure spanning Civil =
Services,
PSUs, FMCG, Consumer Durables, Fashion Garments, Manufacturing, =
Industrial
Products, Automobile Parts, Infrastructure, Hospitality and Health =
Care</span></font><b><font
size=3D4 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Georgia;color:#002060;font-weight:bold'><o:p></o:p></span></f=
ont></b></p>
</td>
</tr>
<tr height=3D179 style=3D'height:133.95pt'>
<td width=3D730 height=3D179 bgcolor=3D"#C6D9F1" =
style=3D'width:547.5pt;border:none;
background:#C6D9F1;padding:.75pt .75pt .75pt .75pt;height:133.95pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-indent:0in'><b><font size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
=
font-family:Georgia;color:#002060;font-weight:bold'>Timings: 10:00 =
am -
5:00 pm</span></font></b><font size=3D3 color=3D"#002060" =
face=3DGeorgia><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>, Regis=
tration
begins at 9:30 am*<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-indent:0in'><b><font size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>How to =
Register:</span></font></b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-indent:0in'><b><font size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Fees: Rs. =
9900 /-</span></font></b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'> +18 % GST per =
person.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.5in;text-indent:0in'><b><font size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'>Please write to <b><span
=
style=3D'font-weight:bold'>gcmseminars@yahoo.com </span></b><o:p></o=
:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:.5in;text-indent:0in'><font =
size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'>> <b><span =
style=3D'font-weight:bold'>Call
Mr. Rajeev Gupta- 9711114779 / 9540012349 / Call =
-011-42111617<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.5in;text-indent:0in'><b><font size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'>Mode of Payment: Cheque / DD / NEFT =
/Paytm<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.5in;text-indent:0in'><b><font size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'>Cheque favouring <b><span
style=3D'font-weight:bold'>GCM Worldwide</span></b> payable at =
<st1:City
w:st=3D"on"><st1:place w:st=3D"on"><b><span =
style=3D'font-weight:bold'>New =
Delhi</span></b></st1:place></st1:City>.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.5in;text-indent:0in'><b><font size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Our GSTN. No. =
:
07AECPA0806Q1ZO</span></font></b><font size=3D3 color=3D"#002060" =
face=3DGeorgia><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'><o:p></o:p><=
/span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:46.6pt;text-indent:0in'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'>Fees include Refreshment, Lunch =
&
Course Material. *Terms & Condition =
Apply.<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D129 style=3D'height:97.0pt'>
<td width=3D730 height=3D129 bgcolor=3D"#C6D9F1" =
style=3D'width:547.5pt;border:none;
border-bottom:outset #0070C0 1.0pt;background:#C6D9F1;padding:.75pt =
.75pt .75pt .75pt;
height:97.0pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><b><u><font size=3D3 color=3D"#002060" =
face=3DGeorgia><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060;
font-weight:bold'>GCM Worldwide<o:p></o:p></span></font></u></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 color=3D"#002060" face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>SF - 46, =
Cross
River Mall, Plot No. 9B & 9C, Near <st1:Street =
w:st=3D"on"><st1:address
w:st=3D"on">Karkardooma Court</st1:address></st1:Street> Metro =
Station<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 color=3D"#002060" face=3DGeorgia><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>Karkardooma,=
(CBD
Shahdara) <st1:City w:st=3D"on"><st1:place =
w:st=3D"on">Delhi</st1:place></st1:City>
– 110032<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 color=3D"#002060" face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>Tel
-011-42111616/617<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 color=3D"#002060" face=3DGeorgia><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>To keep=
receiving our regular Mailers in inbox.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 color=3D"#002060" face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>Add us to =
your
address book.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 color=3D"#002060" face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>Reply =
with Subject
Remove to unsubscribe from the mailing =
list<o:p></o:p></span></font></p>
</td>
</tr>
</table>
</div>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;
margin-left:0in;text-indent:0in'><font size=3D3 color=3D"#002060"
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
"Times New Roman";color:#002060'> <o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D3 color=3D"#002060" face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:#002060'><br>
<br>
</span></font><font color=3D"#002060" face=3D"Times New Roman"><span =
lang=3DEN-IN
style=3D'font-family:"Times New =
Roman";color:#002060'><o:p></o:p></span></font></p>
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@KyuuKazami