Return-Path: <namoasia27@gmail.com>
Delivered-To: info@kohli.cards
Received: from server.myl.cloud
by server.myl.cloud with LMTP
id efavAqlT+lx/bQAAR3YYTw
(envelope-from <namoasia27@gmail.com>)
for <info@kohli.cards>; Fri, 07 Jun 2019 17:38:09 +0530
Return-path: <namoasia27@gmail.com>
Envelope-to: info@kohli.cards
Delivery-date: Fri, 07 Jun 2019 17:38:09 +0530
Received: from p8.ga.dnsrd.com ([134.209.89.196]:53928)
by server.myl.cloud with esmtps (TLSv1.2:ECDHE-RSA-AES256-GCM-SHA384:256)
(Exim 4.92)
(envelope-from <namoasia27@gmail.com>)
id 1hZDfC-0007HG-U9
for info@kohli.cards; Fri, 07 Jun 2019 17:38:09 +0530
Received: from DESKTOP4S02LQ2 (unknown [27.7.219.209])
by p8.ga.dnsrd.com (Postfix) with ESMTPA id 649AC48774F
for <info@kohli.cards>; Fri, 7 Jun 2019 12:07:22 +0000 (UTC)
Return-Receipt-To: "Rajeev Gupta" <namoasia27@gmail.com>
From: "Rajeev Gupta" <namoasia27@gmail.com>
To: <info@kohli.cards>
Subject: Key Account Sales Techniques and Lead Management For Senior Sales Professionals
Date: Fri, 7 Jun 2019 17:35:31 +0530
Message-ID: <!~!UENERkVCMDkAAQACAAAAAAAAAAAAAAAAABgAAAAAAAAA9k62J3Z86kiBtQP+0hsuE8KAAAAQAAAA6+wNb3twlUWFSvRXWvrM4QEAAAAA@gmail.com>
MIME-Version: 1.0
Content-Type: multipart/alternative;
boundary="----=_NextPart_000_1CF5C_01D51D57.A926F300"
X-Mailer: Microsoft Office Outlook, Build 11.0.5510
Thread-Index: AdUcWoJCM8bzY/11SfuB2oSTvUXiag==
X-MimeOLE: Produced By Microsoft MimeOLE
Disposition-Notification-To: "Rajeev Gupta" <namoasia27@gmail.com>
X-Spam-Status: No, score=4.5
X-Spam-Score: 45
X-Spam-Bar: ++++
X-Ham-Report: Spam detection software, running on the system "server.myl.cloud",
has NOT identified this incoming email as spam. The original
message has been attached to this so you can view it or label
similar future email. If you have any questions, see
root\@localhost for details.
Content preview: Key Account Sales Techniques and Lead Management For Senior
Sales Professionals 24th June 2019 - Bangalore - Royal Orchid 25th June 2019
- Chennai - Hyatt Regency
Content analysis details: (4.5 points, 5.0 required)
pts rule name description
---- ---------------------- --------------------------------------------------
1.5 SPF_SOFTFAIL SPF: sender does not match SPF record (softfail)
0.0 FREEMAIL_FROM Sender email is commonly abused enduser mail
provider (namoasia27[at]gmail.com)
0.0 DKIM_ADSP_CUSTOM_MED No valid author signature, adsp_override is
CUSTOM_MED
0.2 FREEMAIL_ENVFROM_END_DIGIT Envelope-from freemail username ends
in digit (namoasia27[at]gmail.com)
0.0 HTML_FONT_SIZE_LARGE BODY: HTML font size is large
0.0 HTML_MESSAGE BODY: HTML included in message
0.5 FREEMAIL_DISPTO Disposition-Notification-To/From or
Disposition-Notification-To/body contain
different freemails
1.0 FREEMAIL_REPLY From and body contain different freemails
1.2 NML_ADSP_CUSTOM_MED ADSP custom_med hit, and not from a mailing
list
X-Spam-Flag: NO
This is a multi-part message in MIME format.
------=_NextPart_000_1CF5C_01D51D57.A926F300
Content-Type: text/plain;
charset="us-ascii"
Content-Transfer-Encoding: 7bit
Key Account Sales Techniques and Lead Management For Senior Sales
Professionals
24th June 2019 - Bangalore - Royal Orchid
25th June 2019 - Chennai - Hyatt Regency
26th June 2019 - Mumbai - Hyatt Regency
28th June 2019 - Delhi - The Leela
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Key Take Aways:
Key Account Management. Master the art and science of personal selling,
Understand the nature and importance of leads Lead Generation Techniques,
Know the various techniques of objection handling, Going past gatekeepers,
Drive growth through referrals and lead conversion
Who Should Attend
All senior level Customer facing professionals. Senior Sales Professionals
looking to update their professional capability Learn some tips and tricks
to drive growth. Acquire some Tools to get growth. Get insights into
Industry best practices
Contents
Introduction
* Introduction and Icebreaker
* Expectation Mapping
* Context Setting for the Program
Converting a lead to a prospect
* Lead Classification
* Handling Gate Keepers - Types of gate keepers, overcoming resistance
What is a Key Account
* Define
* Identify
* Difference between KAM and selling
* Selling to Key Account
* Account Strategy
* Relationship Building
Converting Prospect to a sale
* Prospect Profiling Tool
* Pre-preparation
* Approach- Secure interest / Gain Attention/Objection Handling
* Follow up techniques
* Identifying the purchase trigger - CROP QUESTIONING MODEL
* Objection Handling
* Trigger Matrix
* Importance of Post Call analysis
* Referrals
What is a lead?
* Definition
* Types of leads
* Difference between lead and a prospect
* Pitching
* Presenting
* Negotiating
* Prospecting Techniques
* Getting referrals
* Collaborating
* Building a lead pipeline
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
To keep receiving our regular Mailers in inbox.
Add us to your address book.
Reply with Subject Remove to unsubscribe from the mailing list
------=_NextPart_000_1CF5C_01D51D57.A926F300
Content-Type: text/html;
charset="us-ascii"
Content-Transfer-Encoding: quoted-printable
<html xmlns:v=3D"urn:schemas-microsoft-com:vml" =
xmlns:o=3D"urn:schemas-microsoft-com:office:office" =
xmlns:w=3D"urn:schemas-microsoft-com:office:word" =
xmlns:st1=3D"urn:schemas-microsoft-com:office:smarttags" =
xmlns=3D"http://www.w3.org/TR/REC-html40">
<head>
<META HTTP-EQUIV=3D"Content-Type" CONTENT=3D"text/html; =
charset=3Dus-ascii">
<meta name=3DGenerator content=3D"Microsoft Word 11 (filtered medium)">
<title>Seminar on Key Account Sales Techniques and Lead Management For =
Senior
Sales Professionals</title>
<o:SmartTagType =
namespaceuri=3D"urn:schemas-microsoft-com:office:smarttags"
name=3D"PlaceType"/>
<o:SmartTagType =
namespaceuri=3D"urn:schemas-microsoft-com:office:smarttags"
name=3D"PlaceName"/>
<o:SmartTagType =
namespaceuri=3D"urn:schemas-microsoft-com:office:smarttags"
name=3D"Street"/>
<o:SmartTagType =
namespaceuri=3D"urn:schemas-microsoft-com:office:smarttags"
name=3D"address"/>
<o:SmartTagType =
namespaceuri=3D"urn:schemas-microsoft-com:office:smarttags"
name=3D"City"/>
<o:SmartTagType =
namespaceuri=3D"urn:schemas-microsoft-com:office:smarttags"
name=3D"place"/>
<!--[if !mso]>
<style>
st1\:*{behavior:url(#default#ieooui) }
</style>
<![endif]-->
<style>
<!--
/* Font Definitions */
@font-face
{font-family:Wingdings;
panose-1:5 0 0 0 0 0 0 0 0 0;}
@font-face
{font-family:Mangal;
panose-1:0 0 4 0 0 0 0 0 0 0;}
@font-face
{font-family:Tahoma;
panose-1:2 11 6 4 3 5 4 4 2 4;}
@font-face
{font-family:Calibri;
panose-1:2 15 5 2 2 2 4 3 2 4;}
@font-face
{font-family:Georgia;
panose-1:2 4 5 2 5 4 5 2 3 3;}
@font-face
{font-family:Verdana;
panose-1:2 11 6 4 3 5 4 4 2 4;}
/* Style Definitions */
p.MsoNormal, li.MsoNormal, div.MsoNormal
{margin-top:0in;
margin-right:0in;
margin-bottom:0in;
margin-left:14.15pt;
margin-bottom:.0001pt;
text-indent:-8.5pt;
font-size:11.0pt;
font-family:Calibri;}
p.MsoHeader, li.MsoHeader, div.MsoHeader
{margin-top:0in;
margin-right:0in;
margin-bottom:0in;
margin-left:14.15pt;
margin-bottom:.0001pt;
text-indent:-8.5pt;
font-size:11.0pt;
font-family:Calibri;}
p.MsoFooter, li.MsoFooter, div.MsoFooter
{margin-top:0in;
margin-right:0in;
margin-bottom:0in;
margin-left:14.15pt;
margin-bottom:.0001pt;
text-indent:-8.5pt;
font-size:11.0pt;
font-family:Calibri;}
a:link, span.MsoHyperlink
{color:blue;
text-decoration:underline;}
a:visited, span.MsoHyperlinkFollowed
{color:purple;
text-decoration:underline;}
p
{mso-margin-top-alt:auto;
margin-right:0in;
mso-margin-bottom-alt:auto;
margin-left:0in;
font-size:12.0pt;
font-family:"Times New Roman";}
p.MsoAcetate, li.MsoAcetate, div.MsoAcetate
{margin-top:0in;
margin-right:0in;
margin-bottom:0in;
margin-left:14.15pt;
margin-bottom:.0001pt;
text-indent:-8.5pt;
font-size:8.0pt;
font-family:Tahoma;}
p.ListParagraph, li.ListParagraph, div.ListParagraph
{mso-margin-top-alt:auto;
margin-right:0in;
mso-margin-bottom-alt:auto;
margin-left:0in;
font-size:12.0pt;
font-family:"Times New Roman";}
span.CharChar
{font-family:Tahoma;}
/* Page Definitions */
@page
{mso-endnote-separator:url("cid:header.htm\@01D51C88.9BF348C0") es;
=
mso-endnote-continuation-separator:url("cid:header.htm\@01D51C88.9BF348C0=
") ecs;}
@page Section1
{size:595.3pt 841.9pt;
margin:35.45pt 1.0in 42.55pt 1.0in;}
div.Section1
{page:Section1;}
/* List Definitions */
@list l0
{mso-list-id:217009314;
mso-list-type:hybrid;
mso-list-template-ids:1654566998 67698689 67698691 67698693 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l0:level1
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:.25in;
text-indent:-.25in;
font-family:Symbol;}
@list l1
{mso-list-id:300111069;
mso-list-template-ids:-938043654;}
@list l1:level1
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:.5in;
mso-level-number-position:left;
text-indent:-.25in;
mso-ansi-font-size:10.0pt;
font-family:Symbol;}
@list l2
{mso-list-id:391780203;
mso-list-type:hybrid;
mso-list-template-ids:945056230 67698689 67698691 67698693 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l2:level1
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:.25in;
text-indent:-.25in;
font-family:Symbol;}
@list l3
{mso-list-id:1397243474;
mso-list-type:hybrid;
mso-list-template-ids:-584670350 67698693 1074331651 1074331653 =
1074331649 1074331651 1074331653 1074331649 1074331651 1074331653;}
@list l3:level1
{mso-level-number-format:bullet;
mso-level-text:\F0A7;
mso-level-tab-stop:.25in;
mso-level-number-position:left;
margin-left:.25in;
text-indent:-.25in;
font-family:Wingdings;}
@list l3:level2
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:none;
mso-level-number-position:left;
text-indent:-.25in;
font-family:"Courier New";}
@list l4
{mso-list-id:1428186485;
mso-list-type:hybrid;
mso-list-template-ids:401797698 67698693 1074331651 1074331653 =
1074331649 1074331651 1074331653 1074331649 1074331651 1074331653;}
@list l4:level1
{mso-level-number-format:bullet;
mso-level-text:\F0A7;
mso-level-tab-stop:.25in;
mso-level-number-position:left;
margin-left:.25in;
text-indent:-.25in;
font-family:Wingdings;}
@list l4:level2
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:none;
mso-level-number-position:left;
text-indent:-.25in;
font-family:"Courier New";}
@list l5
{mso-list-id:1763064872;
mso-list-template-ids:579892714;}
@list l5:level1
{mso-level-tab-stop:.5in;
mso-level-number-position:left;
text-indent:-.25in;}
@list l6
{mso-list-id:1785230786;
mso-list-template-ids:1974636024;}
@list l6:level1
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:.5in;
mso-level-number-position:left;
text-indent:-.25in;
mso-ansi-font-size:10.0pt;
font-family:Symbol;}
@list l6:level2
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:1.0in;
mso-level-number-position:left;
text-indent:-.25in;
mso-ansi-font-size:10.0pt;
font-family:"Courier New";
mso-bidi-font-family:"Times New Roman";}
@list l7
{mso-list-id:2092769603;
mso-list-type:hybrid;
mso-list-template-ids:2034298684 67698693 67698691 67698701 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l7:level1
{mso-level-number-format:bullet;
mso-level-text:\F0A7;
mso-level-tab-stop:.25in;
mso-level-number-position:left;
margin-left:.25in;
text-indent:-.25in;
font-family:Wingdings;}
@list l7:level2
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:.75in;
mso-level-number-position:left;
margin-left:.75in;
text-indent:-.25in;
font-family:"Courier New";}
@list l7:level3
{mso-level-number-format:bullet;
mso-level-text:\F0FC;
mso-level-tab-stop:1.25in;
mso-level-number-position:left;
margin-left:1.25in;
text-indent:-.25in;
font-family:Wingdings;}
@list l7:level4
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:1.75in;
mso-level-number-position:left;
margin-left:1.75in;
text-indent:-.25in;
font-family:Symbol;}
ol
{margin-bottom:0in;}
ul
{margin-bottom:0in;}
-->
</style>
<!--[if gte mso 9]><xml>
<o:shapedefaults v:ext=3D"edit" spidmax=3D"1026" />
</xml><![endif]--><!--[if gte mso 9]><xml>
<o:shapelayout v:ext=3D"edit">
<o:idmap v:ext=3D"edit" data=3D"1" />
</o:shapelayout></xml><![endif]-->
</head>
<body lang=3DEN-US link=3Dblue vlink=3Dpurple>
<div class=3DSection1>
<div align=3Dcenter>
<table class=3DMsoNormalTable border=3D1 cellspacing=3D1 cellpadding=3D0 =
width=3D732
bgcolor=3D"#BFBFBF" =
style=3D'width:548.9pt;background:#BFBFBF;border-top:outset;
=
border-left:outset;border-bottom:inset;border-right:inset;border-color:#0=
070C0;
border-width:1.0pt'>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D730 height=3D43 bgcolor=3D"#17365D" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
border-top:inset #0070C0 1.0pt;background:#17365D;padding:.75pt .75pt =
.75pt .75pt;
height:32.5pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D5
color=3D"#c4bc96" face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:19.0pt;
font-family:Verdana;color:#C4BC96;font-weight:bold'>Key Account Sales
Techniques and Lead Management For Senior Sales =
Professionals</span></font></b><b><font
size=3D6><span lang=3DEN-IN =
style=3D'font-size:22.0pt;font-weight:bold'><o:p></o:p></span></font></b>=
</p>
</td>
</tr>
<tr height=3D91 style=3D'height:.95in'>
<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'>
<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'>24<sup>th</sup> June 2019 – <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Bangalore</st1:place></st1:City> – Royal =
Orchid<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'>25<sup>th</sup> June 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> June 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'>28<sup>th</sup> June 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>
</td>
</tr>
<tr height=3D63 style=3D'height:47.5pt'>
<td width=3D730 height=3D63 bgcolor=3D"#17365D" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
background:#17365D;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 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>
</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'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 =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060;font-weight:bold'>Key Take =
Aways:<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in'><font size=3D3 color=3D"#002060" face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;color:#002060'>Key Account Management. =
Master the art
and science of personal selling, Understand the nature and importance =
of
leads Lead Generation Techniques, Know the various techniques of =
objection
handling, Going past gatekeepers, Drive growth through referrals and =
lead
conversion<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:0in;margin-bottom:.0001pt;text-indent:0in'>=
<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'margin-left:0in;text-align:justify;text-indent:
0in'><font size=3D3 color=3D"#002060" face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;color:#002060'>All senior level Customer =
facing
professionals. Senior Sales Professionals looking to update their
professional capability Learn some tips and tricks to drive growth. =
Acquire
some Tools to get growth. Get insights into Industry best =
practices</span></font><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060'><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:24.0pt;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 height=3D109 style=3D'height:81.55pt'>
<td width=3D340 height=3D109 style=3D'width:254.95pt;border:solid =
black 1.0pt;
padding:0in 5.4pt 0in 5.4pt;height:81.55pt'>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify'><b><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
color:#002060;font-weight:bold'>Introduction<o:p></o:p></span></font></b>=
</p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Introduction and =
Icebreaker<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Expectation =
Mapping<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Context Setting for the =
Program</span></font><font
size=3D4 color=3D"#002060"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;color:#002060'><o:p></o:p></span></font></p>
</td>
<td width=3D380 height=3D109 style=3D'width:285.0pt;border:solid =
black 1.0pt;
border-left:none;padding:0in 5.4pt 0in 5.4pt;height:81.55pt'>
<p class=3DMsoNormal =
style=3D'margin-right:3.2pt;text-align:justify'><b><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
color:#002060;font-weight:bold'>Converting a lead to a prospect =
<o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Lead =
Classification<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Handling Gate Keepers – =
Types of
gate keepers, overcoming resistance </span></font><b><font =
size=3D4
color=3D"#002060"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;color:#002060;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D121 style=3D'height:90.95pt'>
<td width=3D340 height=3D121 style=3D'width:254.95pt;border:solid =
black 1.0pt;
border-top:none;padding:0in 5.4pt 0in 5.4pt;height:90.95pt'>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify'><b><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
color:#002060;font-weight:bold'>What is a Key =
Account<o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Calibri;color:#002060'>Define<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Calibri;color:#002060'>Identify<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l7 level1 lfo4'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:Wingdings;color:#002060'><span =
style=3D'mso-list:Ignore'>§<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"
face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Calibri;
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:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l2 level1 lfo8'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Selling to Key =
Account<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l2 level1 lfo8'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Account =
Strategy<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l2 level1 lfo8'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><st1:place
w:st=3D"on"><st1:PlaceName w:st=3D"on"><font size=3D4 =
color=3D"#002060"
face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Calibri;
color:#002060'>Relationship</span></font></st1:PlaceName><font =
size=3D4
color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'> <st1:PlaceType =
w:st=3D"on">Building</st1:PlaceType></span></font></st1:place><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify'><b><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
color:#002060;font-weight:bold'><o:p> </o:p></span></font></b></p>
</td>
<td width=3D380 height=3D121 =
style=3D'width:285.0pt;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;height:90.95pt'>
<p class=3DMsoNormal =
style=3D'margin-right:3.2pt;text-align:justify'><b><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
color:#002060;font-weight:bold'>Converting Prospect to a =
sale<o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Prospect Profiling =
Tool<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Calibri;color:#002060'>Pre-preparation<o:p></o:p></span></fon=
t></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Approach- Secure interest / Gain
Attention/Objection Handling<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Follow up =
techniques<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Identifying the purchase trigger =
–
CROP QUESTIONING MODEL<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Objection =
Handling<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Trigger =
Matrix<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Importance of Post Call analysis =
</span></font><b><font
size=3D4 color=3D"#002060"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;color:#002060;
font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l0 level1 lfo7'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DSymbol><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Symbol;color:#002060'><span =
style=3D'mso-list:Ignore'>·<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'> </span></font></span></span></font><![endif]><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Calibri;color:#002060'>Referrals</span></font><b><font =
size=3D4
color=3D"#002060"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;color:#002060;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D121 style=3D'height:90.95pt'>
<td width=3D340 height=3D121 style=3D'width:254.95pt;border:solid =
black 1.0pt;
border-top:none;padding:0in 5.4pt 0in 5.4pt;height:90.95pt'>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify'><b><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
color:#002060;font-weight:bold'>What is a lead? =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify;mso-list:
l7 level1 lfo4'><![if !supportLists]><font size=3D4 =
color=3D"#002060"
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Wingdings;
color:#002060'><span style=3D'mso-list:Ignore'>§<font size=3D1
face=3D"Times New Roman"><span style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;color:#002060'>Definition<o:p></o:p></span></fo=
nt></p>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify;mso-list:
l7 level1 lfo4'><![if !supportLists]><font size=3D4 =
color=3D"#002060"
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Wingdings;
color:#002060'><span style=3D'mso-list:Ignore'>§<font size=3D1
face=3D"Times New Roman"><span style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"><span
lang=3DEN-IN style=3D'font-size:14.0pt;color:#002060'>Types of =
leads<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify;mso-list:
l7 level1 lfo4'><![if !supportLists]><font size=3D4 =
color=3D"#002060"
face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Wingdings;
color:#002060'><span style=3D'mso-list:Ignore'>§<font size=3D1
face=3D"Times New Roman"><span style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"><span
lang=3DEN-IN style=3D'font-size:14.0pt;color:#002060'>Difference =
between lead
and a prospect<o:p></o:p></span></font></p>
</td>
<td width=3D380 height=3D121 =
style=3D'width:285.0pt;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;height:90.95pt'>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l3 level1 lfo5'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:Wingdings;color:#002060'><span =
style=3D'mso-list:Ignore'>§<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"
face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Calibri;
color:#002060'>Pitching<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l3 level1 lfo5'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:Wingdings;color:#002060'><span =
style=3D'mso-list:Ignore'>§<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"
face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Calibri;
color:#002060'>Presenting<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
3.2pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l3 level1 lfo5'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:Wingdings;color:#002060'><span =
style=3D'mso-list:Ignore'>§<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"
face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Calibri;
color:#002060'>Negotiating<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D121 style=3D'height:90.95pt'>
<td width=3D340 height=3D121 style=3D'width:254.95pt;border:solid =
black 1.0pt;
border-top:none;padding:0in 5.4pt 0in 5.4pt;height:90.95pt'>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l3 level1 lfo5'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:Wingdings;color:#002060'><span =
style=3D'mso-list:Ignore'>§<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"
face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Calibri;
color:#002060'>Prospecting Techniques<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l3 level1 lfo5'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:Wingdings;color:#002060'><span =
style=3D'mso-list:Ignore'>§<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"
face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Calibri;
color:#002060'>Getting referrals<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l3 level1 lfo5'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:Wingdings;color:#002060'><span =
style=3D'mso-list:Ignore'>§<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"
face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Calibri;
color:#002060'>Collaborating</span></font><b><font size=3D4 =
color=3D"#002060"><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;color:#002060;font-weight:bold'><o:p></o:p></sp=
an></font></b></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
1.7pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
text-align:justify;text-indent:-8.5pt;mso-list:l3 level1 lfo5'><![if =
!supportLists]><font
size=3D4 color=3D"#002060" face=3DWingdings><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:Wingdings;color:#002060'><span =
style=3D'mso-list:Ignore'>§<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times =
New Roman"'>
</span></font></span></span></font><![endif]><font size=3D4 =
color=3D"#002060"
face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Calibri;
color:#002060'>Building a lead pipeline</span></font><b><font =
size=3D4
color=3D"#002060"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;color:#002060;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
<td width=3D380 height=3D121 =
style=3D'width:285.0pt;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;height:90.95pt'>
<p class=3DMsoNormal =
style=3D'margin-right:3.2pt;text-align:justify'><b><font
size=3D4 color=3D"#002060" face=3DCalibri><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
color:#002060;font-weight:bold'><o:p> </o:p></span></font></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=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'>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=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;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=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;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=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;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>
</div>
</body>
</html>
------=_NextPart_000_1CF5C_01D51D57.A926F300--
@KyuuKazami