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Subject: Leadership Skills and Key Account Management
Date: Tue, 21 May 2019 17:11:16 +0530
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 Content preview:  Two Exclusive Seminars on Leadership Skills for the -21st
   Century - 4 Cs of Leadership AND 
 
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Two Exclusive Seminars on

Leadership Skills for the -21st Century - 4 Cs of Leadership 

AND 

Key Account Management


29th May 2019 - Mumbai - Hyatt Regency

4th June 2019 - Delhi - The Leela 

30th May 2019 - Mumbai - Hyatt Regency

5th June 2019 - Delhi - The Leela 


By

Mr. Suresh Gopalaswamy 

Visiting Faculty at IIM & Senior Advisor


Leadership Skills for the -21st

 

Overview

The purpose of this program is to expose participants to the emergent
LEADERSHIP SKILLS in the mordern workplace. Build Intellectual, Phycological
and Social Capital to lead confidently in the modern world. To ensure
automation does not replace the participants skill sets. The course gives an
overview of the skill sets to enable the participant to decide one a
specific skill he or she would like to explore further

 

Who Should Attend

All those in senior leadership roles. Especially those in a rapidly changing
industry landscape and where many functions are getting automated or
digitized. All new entrants into managerial jobs.

The course begins with differentiating between managing and leading and move
forward to expose participants to the emergent LEADERSHIP SKILLS in the
modern workplace

.Build Intellectual, Phycological and Social Capital to lead confidently in
the modern world

.To ensure automation does not replace the participants skill sets

.The course gives an overview of the skill sets to enable the participant to
decide one a specific skill he or she would like to explore further

 

What You Will Gain

 

.Be equipped to manage managerial challenges in the modern workplace of the
21st century

 

.Master the techniques of applied creativity in the workplace

 

 

.Use emotions effectively to manage self and others

 

. Leading through collaboration

Contents for

Leadership Skills

 

# Collaboration

> Global Mindset

What is Global Mind set

Why is Global Mindset important in Managing todays organization?

How to build GM & leverage GM

> EQ

What is EQ & Difference between EQ and IQ

How to Develop your EQ

Where EQ is Critical

> People Connect

What is People Connect & Connected Team

Team vs Individuals

Team Essentials, Team Environment

3 Cs of Team connect

Building a collaborative team

# Communication

> Communication Strategy

Communication Planning

Communicating in the digital age

> Communicating to Influence

Flexing Communication Styles

Identifying personal communication styles

Non Hierarchical Influencing

# Critical thinking

> Cognitive Flexing

What is CF & Develop CF

How will this help

> Forecasting Follies

Understanding Data management

Folly of insufficient analysis

Insights beyond stats

# Creativity

> Creative Problem Solving

Understand creativity

Define problems

Some creative techniques

Key Account Management

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 for

Key Account Management

> 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 for single day 

 : Rs. 18000 /- +18 % GST per person for both days

> 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, Certificate of Participation, 

            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

To keep receiving our regular Mailers in inbox.

Add us to your address book.

Reply with Subject Remove to unsubscribe from the mailing list

 






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on<o:p></o:p></span></font></i></b></p>
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Verdana;color:#7030A0;font-weight:bold;font-style:italic'>21<sup>st</sup>=

  Century </span></font></i></b><i><font size=3D2 color=3D"#7030a0" =
face=3DVerdana><span
  =
style=3D'font-size:10.0pt;font-family:Verdana;color:#7030A0;font-style:it=
alic'>-
  4 Cs of Leadership<b><span style=3D'font-weight:bold'> =
<o:p></o:p></span></b></span></font></i></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><i><font size=3D4 color=3D"#7030a0" =
face=3DVerdana><span
  =
style=3D'font-size:15.0pt;font-family:Verdana;color:#7030A0;font-weight:b=
old;
  font-style:italic'>AND <o:p></o:p></span></font></i></b></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><i><font size=3D6 color=3D"#7030a0" =
face=3DVerdana><span
  =
style=3D'font-size:22.0pt;font-family:Verdana;color:#7030A0;font-weight:b=
old;
  font-style:italic'>Key Account =
Management</span></font></i></b><b><font
  size=3D6 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:27.0pt;font-family:
  Verdana;font-weight:bold'><o:p></o:p></span></font></b></p>
  </td>
 </tr>
 <tr height=3D91 style=3D'height:.95in'>
  <td width=3D366 height=3D91 bgcolor=3D"#CCC0D9" =
style=3D'width:274.55pt;border:solid windowtext 1.0pt;
  background:#CCC0D9;padding:.75pt .75pt .75pt .75pt;height:.95in'>
  <p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
  font-weight:bold'>29<sup>th</sup> May 2019 &#8211; Mumbai - =
</span></font></b><b><font
  size=3D2 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:10.0pt;line-height:
  115%;font-family:Verdana;font-weight:bold'>Hyatt =
Regency</span></font></b><b><font
  face=3DVerdana><span lang=3DEN-IN =
style=3D'line-height:115%;font-family:Verdana;
  font-weight:bold'><o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
  font-weight:bold'>4<sup>th</sup> June 2019 &#8211; <st1:City =
w:st=3D"on"><st1:place
   w:st=3D"on">Delhi</st1:place></st1:City> - </span></font></b><b><font =
size=3D2
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:10.0pt;line-height:115%;
  font-family:Verdana;font-weight:bold'>The Leela =
</span></font></b><b><font
  face=3DVerdana><span lang=3DEN-IN =
style=3D'line-height:115%;font-family:Verdana;
  font-weight:bold'><o:p></o:p></span></font></b></p>
  </td>
  <td width=3D363 height=3D91 bgcolor=3D"#CCC0D9" =
style=3D'width:272.25pt;border:solid windowtext 1.0pt;
  background:#CCC0D9;padding:.75pt .75pt .75pt .75pt;height:.95in'>
  <p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
  font-weight:bold'>30<sup>th</sup> May 2019 &#8211; Mumbai - =
</span></font></b><b><font
  size=3D2 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:10.0pt;line-height:
  115%;font-family:Verdana;font-weight:bold'>Hyatt =
Regency</span></font></b><b><font
  face=3DVerdana><span lang=3DEN-IN =
style=3D'line-height:115%;font-family:Verdana;
  font-weight:bold'><o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
  font-weight:bold'>5<sup>th</sup> June 2019 &#8211; <st1:City =
w:st=3D"on"><st1:place
   w:st=3D"on">Delhi</st1:place></st1:City> - </span></font></b><b><font =
size=3D2
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:10.0pt;line-height:115%;
  font-family:Verdana;font-weight:bold'>The Leela =
</span></font></b><b><font
  face=3DVerdana><span lang=3DEN-IN =
style=3D'line-height:115%;font-family:Verdana;
  font-weight:bold'><o:p></o:p></span></font></b></p>
  </td>
 </tr>
 <tr height=3D63 style=3D'height:47.5pt'>
  <td width=3D730 colspan=3D2 height=3D63 bgcolor=3D"#CCC0D9" =
style=3D'width:547.5pt;
  border:solid windowtext 1.0pt;background:#CCC0D9;padding:.75pt .75pt =
.75pt .75pt;
  height:47.5pt'>
  <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'><b><font size=3D4 face=3DVerdana><span =
style=3D'font-size:
  =
13.0pt;font-family:Verdana;font-weight:bold'>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 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:13.0pt;line-height:
  115%;font-family:Verdana;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 face=3DVerdana><span =
style=3D'font-size:13.0pt;line-height:115%;
  font-family:Verdana;font-weight:bold'>Visiting Faculty at IIM &amp; =
Senior
  Advisor</span></font></b><b><font face=3DVerdana><span lang=3DEN-IN
  =
style=3D'line-height:115%;font-family:Verdana;font-weight:bold'><o:p></o:=
p></span></font></b></p>
  </td>
 </tr>
 <tr height=3D63 style=3D'height:47.5pt'>
  <td width=3D366 height=3D63 bgcolor=3D"#CCC0D9" =
style=3D'width:274.55pt;border:solid windowtext 1.0pt;
  background:#CCC0D9;padding:.75pt .75pt .75pt .75pt;height:47.5pt'>
  <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><i><font
  size=3D4 face=3DVerdana><span =
style=3D'font-size:15.0pt;font-family:Verdana;
  font-weight:bold;font-style:italic'>Leadership Skills for the =
-</span></font></i></b><b><i><font
  size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  =
font-weight:bold;font-style:italic'>21<sup>st<o:p></o:p></sup></span></fo=
nt></i></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-indent:0i=
n'><b><font
  size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'><o:p>&nbsp;</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:0in;margin-bottom:.0001pt;text-indent:0in'>=
<b><font
  size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>The purpose of this program is to expose =
participants to
  the emergent LEADERSHIP SKILLS in the mordern workplace. Build =
Intellectual,
  Phycological and Social Capital to lead confidently in the modern =
world. To
  ensure automation does not replace the participants skill sets. The =
course
  gives an overview of the skill sets to enable the participant to =
decide one a
  specific skill he or she would like to explore =
further<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'><o:p>&nbsp;</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-indent:0i=
n'><b><font
  size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>All those in senior leadership roles. Especially =
those
  in a rapidly changing industry landscape and where many functions are =
getting
  automated or digitized. All new entrants into managerial =
jobs.<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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>The course begins with differentiating between =
managing
  and leading and move forward to expose participants to the emergent
  LEADERSHIP SKILLS in the modern workplace<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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226;Build Intellectual, Phycological and =
Social
  Capital to lead confidently in the modern =
world<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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226;To ensure automation does not replace the
  participants skill sets<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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226;The course gives an overview of the skill =
sets to
  enable the participant to decide one a specific skill he or she would =
like to
  explore further<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'><o:p>&nbsp;</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-indent:0i=
n'><b><font
  size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'><o:p>&nbsp;</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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226;</span></font><font size=3D3 =
face=3DVerdana><span
  style=3D'font-size:12.0pt;font-family:Verdana'>Be equipped to manage =
managerial
  challenges in the modern workplace of the 21st =
century<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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'><o:p>&nbsp;</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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226;</span></font><font size=3D3 =
face=3DVerdana><span
  style=3D'font-size:12.0pt;font-family:Verdana'>M</span></font><font =
size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>aster the
  techniques of applied creativity in the =
workplace<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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'><o:p>&nbsp;</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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'><o:p>&nbsp;</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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226;</span></font><font size=3D3 =
face=3DVerdana><span
  style=3D'font-size:12.0pt;font-family:Verdana'>Use emotions =
effectively to
  manage self and 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'><o:p>&nbsp;</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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226; </span></font><font size=3D3 =
face=3DVerdana><span
  style=3D'font-size:12.0pt;font-family:Verdana'>Leading through =
collaboratio</span></font><font
  size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>n<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:5.45pt;margin-bottom:.0001pt;text-ali=
gn:
  center;text-indent:0in'><b><i><font size=3D6 face=3DVerdana><span
  =
style=3D'font-size:27.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'>Contents
  for<o:p></o:p></span></font></i></b></p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
  =
1.7pt;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt;text-ali=
gn:
  center;text-indent:0in'><b><i><font size=3D5 face=3DVerdana><span
  =
style=3D'font-size:19.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'>Leadership
  Skills</span></font></i></b><b><i><font size=3D6 face=3DVerdana><span
  =
style=3D'font-size:24.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'><o:p></o:p></span></font></i></b></p>
  <p class=3DMsoNormal><u><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222'><o:p><span
   =
style=3D'text-decoration:none'>&nbsp;</span></o:p></span></font></u></p>
  <p class=3DMsoNormal><b><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222;
  font-weight:bold'># Collaboration<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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Global Mindset<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>What is =
Global Mind
  set<o:p></o:p></span></font></p>
  <p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
  =
0in;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt;text-align=
:
  justify'><font size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
  font-family:Verdana'>Why is Global Mindset important in Managing =
todays
  organization?<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:5.45pt;margin-bottom:.0001pt;text-align=
:
  justify'><font size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
  font-family:Verdana'>How to build GM &amp; leverage =
GM<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
  margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; EQ<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>What is EQ =
&amp;
  Difference between EQ and IQ<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>How to =
Develop your
  EQ<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Where EQ =
is Critical<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
  margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; People Connect<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>What is =
People Connect
  &amp; Connected Team<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Team vs =
Individuals<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Team =
Essentials, Team
  Environment<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>3 Cs of =
Team connect<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Building a
  collaborative team</span></font><font color=3D"#222222" =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-family:Verdana;color:#222222'><o:p></o:p></span></font></p>=

  <p class=3DMsoNormal><b><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222;
  font-weight:bold'># Communication<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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Communication =
Strategy<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Communication
  Planning<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Communicating in the
  digital age<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
  margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Communicating to =
Influence<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Flexing =
Communication
  Styles<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Identifying personal
  communication styles<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Non =
Hierarchical
  Influencing<o:p></o:p></span></font></p>
  <p class=3DMsoNormal><b><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222;
  font-weight:bold'># Critical thinking<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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Cognitive =
Flexing<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>What is CF =
&amp;
  Develop CF<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>How will =
this help<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
  margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Forecasting =
Follies<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Understanding Data
  management<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Folly of =
insufficient
  analysis<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Insights =
beyond stats<o:p></o:p></span></font></p>
  <p class=3DMsoNormal><b><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222;
  font-weight:bold'># Creativity<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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Creative Problem =
Solving<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Understand =
creativity<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
  lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Define =
problems<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=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:
  12.0pt;font-family:Verdana'>Some creative =
techniques</span></font><b><font
  size=3D4 face=3DVerdana><span =
style=3D'font-size:13.0pt;font-family:Verdana;
  font-weight:bold'><o:p></o:p></span></font></b></p>
  </td>
  <td width=3D363 height=3D63 bgcolor=3D"#CCC0D9" =
style=3D'width:272.25pt;border:solid windowtext 1.0pt;
  background:#CCC0D9;padding:.75pt .75pt .75pt .75pt;height:47.5pt'>
  <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><i><font
  size=3D4 face=3DVerdana><span =
style=3D'font-size:15.0pt;font-family:Verdana;
  font-weight:bold;font-style:italic'>Key Account =
Management<o:p></o:p></span></font></i></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-indent:0i=
n'><b><font
  size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>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 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>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 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>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 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226; 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226; 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226; 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226; 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226; Develop a broader understanding of
  &#8216;customer behaviors&#8217; 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226; 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
  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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226; 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&#8226; 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-indent:0i=
n'><font
  size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>&#8226;
  Techniques for building the best relationships with key =
accounts<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'margin-right:1.7pt'><b><i><font size=3D6
  face=3DVerdana><span =
style=3D'font-size:27.0pt;font-family:Verdana;font-weight:
  bold;font-style:italic'>Contents =
for<o:p></o:p></span></font></i></b></p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
  =
1.7pt;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt;text-ali=
gn:
  center;text-indent:0in'><b><i><font size=3D5 face=3DVerdana><span
  =
style=3D'font-size:18.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'>Key
  Account Management</span></font></i></b><b><i><font size=3D6 =
face=3DVerdana><span
  =
style=3D'font-size:24.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'><o:p></o:p></span></font></i></b></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
  margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; 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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Expectation =
Mapping<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:5.45pt;margin-bottom:.0001pt;text-indent:0i=
n'><b><font
  size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
  Verdana;font-weight:bold'>&gt; Context Setting for the =
Program<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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; 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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Basics: Elements of&nbsp; =
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:5.45pt;margin-bottom:.0001pt'><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>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:5.45pt;margin-bottom:.0001pt'><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>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:5.45pt;margin-bottom:.0001pt'><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Benefits
  of KAM<o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
  margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Defining and Selecting Key =
Accounts<o:p></o:p></span></font></b></p>
  <p class=3DListParagraph =
style=3D'mso-margin-top-alt:0in;margin-right:0in;
  margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Determining the Key Account =
Portfolio<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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Types of KAM<o:p></o:p></span></font></b></p>
  <p class=3DListParagraph =
style=3D'mso-margin-top-alt:0in;margin-right:0in;
  margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Contextualizing each KAM =
type<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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; 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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; 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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; 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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Alignment &amp; Value =
Creation<o:p></o:p></span></font></b></p>
  <p class=3DListParagraph =
style=3D'mso-margin-top-alt:0in;margin-right:0in;
  margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; Influencing and =
Negotiating<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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; 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:5.45pt;text-indent:0in'><b><font =
size=3D3
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
  font-weight:bold'>&gt; From Customer Service to Customer =
intimacy<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:5.45pt;margin-bottom:.0001pt'><b><font
  size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
  Verdana;font-weight:bold'>&gt; From KAM to SAM &#8211; Strategic =
Account
  Management<o:p></o:p></span></font></b></p>
  <p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
  =
0in;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><b><font
  size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
  Verdana;font-weight:bold'>&gt; What is your Influencing =
Style<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-indent:0i=
n'><b><font
  size=3D2 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:11.0pt;font-family:
  Verdana;font-weight:bold'>&gt; What is your Negotiating =
style</span></font></b><b><font
  size=3D4 face=3DVerdana><span =
style=3D'font-size:13.0pt;font-family:Verdana;
  font-weight:bold'><o:p></o:p></span></font></b></p>
  </td>
 </tr>
 <tr height=3D82 style=3D'height:61.3pt'>
  <td width=3D730 colspan=3D2 height=3D82 bgcolor=3D"#CCC0D9" =
style=3D'width:547.5pt;
  border:solid windowtext 1.0pt;background:#CCC0D9;padding:.75pt .75pt =
.75pt .75pt;
  height:61.3pt'>
  <p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D4 =
face=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:14.0pt;line-height:115%;font-family:Verdana;
  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=3DVerdana><span
  lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Verdana;
  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=3DVerdana><span lang=3DEN-IN
  =
style=3D'font-size:12.0pt;font-family:Verdana;font-weight:bold'>Visiting
  Faculty at IIM &amp; 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=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>Experience of 20+ years in Behavioral and =
Functional
  Training, Profit Centre Operations and Sales &amp; Distribution =
Management.&nbsp;
  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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>MR Gopalaswamy has Diplomas in Management, HR
  Management, Change management and a certification in Storytelling. Mr.
  Gopalaswamy&#8217;s area of expertise include Sales Management, =
selling
  techniques, Business Partner Management, Competency Mapping &amp; =
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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>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
  face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Verdana;
  font-weight:bold'><o:p></o:p></span></font></b></p>
  </td>
 </tr>
 <tr height=3D179 style=3D'height:133.95pt'>
  <td width=3D730 colspan=3D2 height=3D179 bgcolor=3D"#CCC0D9" =
style=3D'width:547.5pt;
  border:solid windowtext 1.0pt;background:#CCC0D9;padding:.75pt .75pt =
.75pt .75pt;
  height:133.95pt'>
  <p class=3DMsoNormal style=3D'margin-left:0in;text-indent:0in'><font =
size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>Timings:&nbsp;10:00
  am - 5:00 pm,&nbsp;Registration begins at&nbsp;9:30 =
am*<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'margin-left:0in;text-indent:0in'><font =
size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>How to
  Register:<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'margin-left:0in;text-indent:0in'><font =
size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>&gt; <b><span
  style=3D'font-weight:bold'>Fees: Rs. 9900 /- +18 % GST per person for =
single
  day <o:p></o:p></span></b></span></font></p>
  <p class=3DMsoNormal =
style=3D'margin-left:.5in;text-indent:0in'><b><font size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;font-weight:
  bold'>&nbsp;: Rs. 18000 /- +18 % GST per person for both =
days<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'margin-left:.5in;text-indent:0in'><font =
size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>&gt; Please
  write to&nbsp;<b><span =
style=3D'font-weight:bold'>gcmseminars@yahoo.com</span></b>&nbsp;<o:p></o=
:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'margin-left:.5in;text-indent:0in'><b><font size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;font-weight:
  bold'>&gt; Call Mr. Rajeev Gupta- 9711114779 / 9540012349 / Call
  -011-42111617<o:p></o:p></span></font></b></p>
  <p class=3DMsoNormal style=3D'margin-left:.5in;text-indent:0in'><font =
size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>&gt; 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'><font =
size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>&gt; Cheque
  favouring&nbsp;GCM Worldwide&nbsp;payable at <st1:City =
w:st=3D"on"><st1:place
   w:st=3D"on">New =
Delhi</st1:place></st1:City>.<o:p></o:p></span></font></p>
  <p class=3DMsoNormal style=3D'margin-left:.5in;text-indent:0in'><font =
size=3D3
  face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>&gt; Our
  GSTN. No. : 07AECPA0806Q1ZO<o:p></o:p></span></font></p>
  <p class=3DMsoNormal><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; &gt; =
Fees include Refreshment, Certificate of
  Participation, <o:p></o:p></span></font></p>
  <p class=3DMsoNormal><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  =
font-family:Verdana'>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbs=
p;&nbsp;&nbsp; Lunch &amp; Course Material. *Terms &amp;
  Condition Apply.<o:p></o:p></span></font></p>
  </td>
 </tr>
 <tr height=3D129 style=3D'height:97.0pt'>
  <td width=3D730 colspan=3D2 height=3D129 bgcolor=3D"#CCC0D9" =
style=3D'width:547.5pt;
  border:solid windowtext 1.0pt;background:#CCC0D9;padding:.75pt .75pt =
.75pt .75pt;
  height:97.0pt'>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
  text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>GCM Worldwide<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>SF - 46, Cross River Mall, Plot No. 9B &amp; 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>Karkardooma, (CBD Shahdara) <st1:City =
w:st=3D"on"><st1:place
   w:st=3D"on">Delhi</st1:place></st1:City> &#8211; =
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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>To&nbsp;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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
  font-family:Verdana'>Reply with Subject Remove to unsubscribe from the
  mailing list<o:p></o:p></span></font></p>
  </td>
 </tr>
</table>

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<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;
margin-left:0in;text-indent:0in'><font size=3D3 face=3DVerdana><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Verdana'>&nbsp;<o:p></o:p></span></=
font></p>

<p class=3DMsoNormal><font size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Verdana'><br>
<br>
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