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From: "Rajeev Gupta" <totheheights1100@gmail.com>
To: <info@kohli.cards>
Subject: Key Account Management and Negotiation Skill-Negotiating for Success
Date: Wed, 20 Nov 2019 23:09:20 +0530
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Content preview: Key Account Management Negotiation Skill-Negotiating for Success
26th November 2019 - Mumbai - Hyatt Regency
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Key Account Management
Negotiation Skill-Negotiating for Success
26th November 2019 - Mumbai - Hyatt Regency
28th November 2019 - Delhi - The Leela
30th November 2019 - Bangalore - Royal Orchid
12th December 2019 - Chennai - Hyatt Regency
27th Nov 2019 - Mumbai-Ramada Plaza
29th Nov 2019 - Delhi - The Leela
30th Nov 2019 -Bangalore-Royal Orchid
4th Dec 2019 - Chennai-Abu Sarovar
5th Dec 2019 - Hyderabad-Aditya Park
7th Dec 2019 - Ahmedabad-Comfort Inn
10th Dec 2019 - Kolkata-Peerless Inn
12th Dec 2019 - Pune-Sagar Plaza
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
By
Mr. Nayan Marphatia
Management Consultant
Overview
This program focuses on creating a structure for account management
professionals to develop a strategy to manage the critical customer
relationships that ensure business success. This leads one to examine the
operational processes required for effective account management and good
working relationships between both parties.
Techniques for increasing the penetration throughout the depth and breadth
of the account are covered. In addition, the key elements of handling
meetings, negotiations, building buyer needs, and understanding the
emotional influencers which motivate people to buy, are also examined and
discussed.
The course is very practical in nature, and includes exercises, which give
the participants and opportunity to reflect on how the subject matter
relates specifically to their existing accounts. It also provides tips and
ideas to assist participants successful manage high value accounts.
Who Should Attend
Meant for experienced sales professionals who manage key accounts, and
strategic business relationships
Pre requisite
It is important that participants have already attended professional sales
training, as this program is focused on developing higher level client
relationships, and identifying key strategies to help enhance their current
sales techniques
Course Objectives
. Consider the constantly changing role of the Key Account Manager
. Examine proven practices in the development of sales, which relies on
creating effective business partnerships
. Gather ability to use techniques for achieving account goals and
objectives
. Understand the strategic processes and operational objectives which lead
to increased account penetration and maximum profit opportunities
. Develop a broader understanding of 'customer behaviors' and their impact
on buying decisions
. Know how to handle an account meeting and the negotiations within it
What You Will Gain
. A clearly defined, timely, and dynamic approach to the planning process,
not just for the present, but more importantly, for the future
. An insight into the key strategic and operational processes, as well as
the marketing principles, that will enable delegates to understand the
importance of getting the account strategy right
. Techniques for building the best relationships with key accounts
Contents
> Introduction and Icebreaker
> Expectation Mapping
> Context Setting for the Program
> What is KAM
> Basics: Elements of KAM
Difference between KAM and selling
What are Key Accounts
Benefits of KAM
> Defining and Selecting Key Accounts
> Determining the Key Account Portfolio
> Types of KAM
> Contextualizing each KAM type
> Selling to Key Account
> Relational development Model
> Business Planning
> Alignment & Value Creation
> Influencing and Negotiating
> Account Strategy
> From Customer Service to Customer intimacy
> From KAM to SAM - Strategic Account Management
> What is your Influencing Style
> What is your Negotiating style
Profile of Faculty
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Experience of 20+ years in Behavioral and Functional Training, Profit Centre
Operations and Sales & Distribution Management. Has facilitated and coached
clients from wide range of industries. Retired from HUL as Senior Manager
Channel Operations. MR Gopalaswamy is Guest Faculty at IIM-C for MDC
programs for Senior management as well as ISS probationers.
MR Gopalaswamy has Diplomas in Management, HR Management, Change management
and a certification in Storytelling. Mr. Gopalaswamy's area of expertise
include Sales Management, selling techniques, Business Partner Management,
Competency Mapping & Development, Business Story Telling, Change Management,
Execution Skills among many others.
Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure
spanning Civil Services, PSUs, FMCG, Consumer Durables, Fashion Garments,
Manufacturing, Industrial Products, Automobile Parts, Infrastructure,
Hospitality and Health Care.
In today's world, Negotiation is a skill and no one can do without it. It
would be fair to say that throughout the day we are involved in some form of
Negotiation or the other. Whether it is in our work situation or in our
personal lives, Negotiation is a continuous activity.
Sales and Purchasing professionals particularly need advanced Negotiation
Skills to execute their responsibilities effectively. This programme aims at
focusing on these skills with a view to improve them.
Objectives
By the end of the day, participants will be able to:
* Understand the role of Negotiation in work
* Appreciate the various styles of Negotiation
* Understand the various phases of the Negotiation process
* Appreciate the importance and use of Personal Power
* Analyze their own Conflict Handling Styles in a Negotiation
* Practice their skills
* Make an Action Plan to make their Negotiations more effective
Contents
* Negotiation and its importance
* Styles of Negotiation
* Planning the negotiation
* Preparation checklist
* Exercise 1. Case study
* How to structure negotiations
* Personal power and how to increase it
* Exercise 2. Personal power
* Conflict analysis
* How to deal with Conflict
* Exercise 3. Conflict Mod Analysis
* Negotiating tactics
* Negotiating with a customer which you can't afford to lose
* The 40 most common mistakes in negotiation
* Dealing with price
* The closing stages
Profile of Faculty
Mr. Nayan Marphatia -
Management Consultant
Mr. Nayan Marphatia has a 30 years experience in the field of Soft Skills,
Communication, Negotiation, Time Management, Acing Interviews and Group
Discussions at the Institute of Chartered Accountants of India and
Corporate. He used his vast experience with MNC's and Entrepreneurial Skills
to help Executives achieve their professional and personal goals.
Mr. Nayan worked with several MNC's like Pizza Hut Mumbai, DHL, Arthur
Andersen & Co, Wimco Ltd, RAS-KMK Lamipack Ltd (Swiss), Elf Lubricants India
(France), etc. Mr. Nayan's few Key achievements are Trained over a 1600
professional in areas of Soft skills such as Interview preparation,
Interpersonal Skills, Communication and Public Speaking, Assertiveness and
Negotiation Skills, Acquisition of the DHL Express Business in Pakistan,
Buyout of DHL Agency Business in Bangladesh, Establishment of the "Pizza
Hut" Brand in Mumbai from scratch - Including sourcing of Kitchen Equipment,
Construction of new restaurants, Worked with McKinsey & Company to lay out
the India Vision for the DHL Group.
He attended a Train the Trainer Program in Soft Skills - Bangkok, Graduated
from the Asia Pacific Business Leadership Programme - Singapore, Scotwork
Negotiating Skills - Bangkok. Mr Nayan is one of regular faculty for
conducting In-house & Open house training for GCM Worldwide & Gford
Institute of Management Pvt Ltd on PAN India basis on the topic likes
Negotiation Skill, HR Interviewing Skills & Appraisal Management, Business
Communication Skills, Handling Customer Service, etc.
Timings: 10:00 am - 5:00 pm, Registration begins at 9:30 am*
How to Register:
> Fees: Rs. 9900 /- +18 % GST per person per seminar
> 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, certificate of participation & 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.
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face=3DCambria><span
=
style=3D'font-size:20.0pt;font-family:Cambria;color:black;font-weight:bol=
d;
font-style:italic'>Negotiation Skill-Negotiating for =
Success</span></font></i></b><b><i><font
size=3D5 color=3Dblack face=3DCambria><span =
style=3D'font-size:20.0pt;font-family:
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color=3Dblack
face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;
font-family:Cambria;color:black;font-weight:bold'>26<sup>th</sup> =
November
2019 – Mumbai – Hyatt Regency =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D3 =
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face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;
=
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<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D3 =
color=3Dblack
face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;
font-family:Cambria;color:black;font-weight:bold'>28<sup>th</sup> =
November
2019 – Delhi - The Leela <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D3 =
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color=3Dblack
face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;
font-family:Cambria;color:black;font-weight:bold'>30<sup>th</sup> =
November
2019 – Bangalore – Royal =
Orchid<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D3 =
color=3Dblack
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=
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m'><b><font
size=3D3 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Cambria;color:black;font-weight:bold'>12<sup>th</sup> =
December
2019 – Chennai – Hyatt =
Regency</span></font></b><b><i><font
size=3D3 color=3Dblack face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
=
Cambria;color:black;font-weight:bold;font-style:italic'><o:p></o:p></span=
></font></i></b></p>
</td>
<td width=3D344 height=3D43 bgcolor=3D"#EAF1DD" =
style=3D'width:258.05pt;border:solid windowtext 1.0pt;
background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:32.5pt'>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Georgia;color:black;font-weight:bold'>27<sup>th</sup> Nov =
2019
– Mumbai-Ramada Plaza <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Georgia;color:black;font-weight:bold'>29<sup>th</sup> Nov =
2019
– Delhi – The Leela <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Georgia;color:black;font-weight:bold'>30<sup>th</sup> Nov =
2019
–Bangalore-Royal Orchid<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Georgia;color:black;font-weight:bold'>4<sup>th</sup> Dec =
2019
– Chennai-Abu Sarovar<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Georgia;color:black;font-weight:bold'>5<sup>th</sup> Dec =
2019
– Hyderabad-Aditya Park<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Georgia;color:black;font-weight:bold'>7<sup>th</sup> Dec =
2019
– Ahmedabad-Comfort Inn <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Georgia;color:black;font-weight:bold'>10<sup>th</sup> Dec =
2019
– Kolkata-Peerless Inn<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>12<sup>th</sup> Dec =
2019
– Pune-Sagar Plaza</span></font></b><b><i><font size=3D3 =
color=3Dblack
face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria;color:black;
=
font-weight:bold;font-style:italic'><o:p></o:p></span></font></i></b></p>=
</td>
</tr>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D385 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:288.75pt;border:solid windowtext 1.0pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:32.5pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>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=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:15.0pt;
line-height:115%;font-family:Cambria;color:black;font-weight:bold'>Mr. =
Suresh
Gopalaswamy <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:13.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>Visiting
Faculty at IIM & Senior Advisor</span></font></b><b><i><font =
size=3D6
color=3Dblack face=3DCambria><span =
style=3D'font-size:27.0pt;font-family:Cambria;
=
color:black;font-weight:bold;font-style:italic'><o:p></o:p></span></font>=
</i></b></p>
</td>
<td width=3D344 height=3D43 bgcolor=3D"#EAF1DD" =
style=3D'width:258.05pt;border:solid windowtext 1.0pt;
background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:32.5pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>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=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:15.0pt;
line-height:115%;font-family:Cambria;color:black;font-weight:bold'>Mr. =
Nayan
Marphatia<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:13.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>Management
Consultant</span></font></b><b><i><font size=3D6 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:27.0pt;font-family:Cambria;color:black;font-weight:bol=
d;
font-style:italic'><o:p></o:p></span></font></i></b></p>
</td>
</tr>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D385 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:288.75pt;border:solid windowtext 1.0pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:32.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black;font-weight:bol=
d'>Overview<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black;font-weight:bol=
d'>Who
Should Attend<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black;font-weight:bol=
d'>Pre
requisite<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black;font-weight:bol=
d'>Course
Objectives<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>• =
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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>• =
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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>• =
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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>• =
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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>• =
Develop a
broader understanding of ‘customer behaviors’ and their =
impact on
buying decisions<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>• =
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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black;font-weight:bol=
d'>What
You Will Gain<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>• 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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>• 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'margin-right:1.7pt;text-align:justify'><font
size=3D3 color=3Dblack face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:black'>• Techniques for building the best =
relationships
with key accounts<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><i><font size=3D6 color=3Dblack =
face=3DGeorgia><span
=
style=3D'font-size:22.0pt;font-family:Georgia;color:black;font-weight:bol=
d;
font-style:italic'>Contents<o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Introduction =
and
Icebreaker<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Expectation =
Mapping<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Context Setting =
for
the Program</span></font></b><b><i><font size=3D3 color=3Dblack =
face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black;font-weight:bol=
d;
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:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> What is =
KAM<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Basics: =
Elements of
KAM<o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
0cm;margin-bottom:0cm;margin-left:22.4pt;margin-bottom:.0001pt;text-align=
:
justify'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>Difference =
between
KAM and selling<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
0cm;margin-bottom:0cm;margin-left:22.4pt;margin-bottom:.0001pt;text-align=
:
justify'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>What are =
Key
Accounts<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
0cm;margin-bottom:0cm;margin-left:22.4pt;margin-bottom:.0001pt;text-align=
:
justify'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>Benefits of =
KAM<b><span
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Defining and =
Selecting
Key Accounts<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> 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:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Types of =
KAM<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> 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:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Selling to Key =
Account<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Relational =
development
Model<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Business =
Planning<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Alignment & =
Value
Creation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Influencing and
Negotiating</span></font></b><b><i><font size=3D3 color=3Dblack =
face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black;font-weight:bol=
d;
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:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Account =
Strategy<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> From Customer =
Service
to Customer intimacy<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> From KAM to SAM
– Strategic Account Management<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> What is your
Influencing Style<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> What is your =
Negotiating
style<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm'><=
b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
=
font-family:Georgia;color:black;font-weight:bold'><o:p> </o:p></span=
></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>Profile
of Faculty<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><b><font size=3D5 color=3Dblack face=3DCambria><span
=
style=3D'font-size:16.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>Mr.
Suresh Gopalaswamy </span></font></b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black'><o:p></o:p></s=
pan></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DCambria><span
=
style=3D'font-size:12.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>Visiting
Faculty at IIM & Senior Advisor <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>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=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
=
Cambria;color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
<td width=3D344 height=3D43 bgcolor=3D"#EAF1DD" =
style=3D'width:258.05pt;border:solid windowtext 1.0pt;
background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:32.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCandara><span
style=3D'font-size:12.0pt;font-family:Candara;color:black'>In =
today’s
world, Negotiation is a skill and no one can do without it. It would =
be fair
to say that throughout the day we are involved in some form of =
Negotiation or
the other. Whether it is in our work situation or in our personal =
lives,
Negotiation is a continuous activity.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCandara><span
style=3D'font-size:12.0pt;font-family:Candara;color:black'>Sales and =
Purchasing
professionals particularly need advanced Negotiation Skills to execute =
their
responsibilities effectively. This programme aims at focusing on these =
skills
with a view to improve them.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DCandara><span
=
style=3D'font-size:12.0pt;font-family:Candara;color:black;font-weight:bol=
d'>Objectives<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCandara><span
style=3D'font-size:12.0pt;font-family:Candara;color:black'>By the end =
of the
day, participants will be able to:<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify'><b><font
size=3D3 color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:
Candara;color:black;font-weight:bold'>*</span></font></b><font =
size=3D3
color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:Candara;
color:black'> Understand the role of Negotiation in work =
<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify'><b><font
size=3D3 color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:
Candara;color:black;font-weight:bold'>*</span></font></b><font =
size=3D3
color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:Candara;
color:black'> Appreciate the various styles of =
Negotiation<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DCandara><span
=
style=3D'font-size:12.0pt;font-family:Candara;color:black;font-weight:bol=
d'>* </span></font></b><font
size=3D3 color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:
Candara;color:black'>Understand the various phases of the Negotiation =
process<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DCandara><span
=
style=3D'font-size:12.0pt;font-family:Candara;color:black;font-weight:bol=
d'>* </span></font></b><font
size=3D3 color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:
Candara;color:black'>Appreciate the importance and use of Personal =
Power<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DCandara><span
=
style=3D'font-size:12.0pt;font-family:Candara;color:black;font-weight:bol=
d'>* </span></font></b><font
size=3D3 color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:
Candara;color:black'>Analyze their own Conflict Handling Styles in a
Negotiation<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify'><b><font
size=3D3 color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:
Candara;color:black;font-weight:bold'>* </span></font></b><font =
size=3D3
color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:Candara;
color:black'>Practice their skills<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DCandara><span
=
style=3D'font-size:12.0pt;font-family:Candara;color:black;font-weight:bol=
d'>* </span></font></b><font
size=3D3 color=3Dblack face=3DCandara><span =
style=3D'font-size:12.0pt;font-family:
Candara;color:black'>Make an Action Plan to make their Negotiations =
more
effective</span></font><b><i><font size=3D6 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:27.0pt;font-family:Cambria;color:black;font-weight:bol=
d;
font-style:italic'><o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-right:4.05pt;text-align:center'><b><font
size=3D6 color=3Dblack face=3D"Bodoni MT Condensed"><span =
style=3D'font-size:24.0pt;
font-family:"Bodoni MT =
Condensed";color:black;font-weight:bold'>Contents</span></font></b><b><fo=
nt
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'><o:p></o:p></span></font=
></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Negotiation
and its importance</span></b></span></font><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Styles of
Negotiation<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Planning
the negotiation</span></b></span></font><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Preparation
checklist<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Exercise
1. Case study</span></b></span></font><b><font size=3D4 color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>How to
structure negotiations<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Personal
power and how to increase it</span></b></span></font><b><font size=3D4
color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Ebrima;color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Exercise
2. Personal power<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Conflict
analysis</span></b></span></font><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:
bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>How to
deal with Conflict<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Exercise
3. Conflict Mod Analysis</span></b></span></font><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Negotiating
tactics<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Negotiating
with a customer which you can’t afford to =
lose</span></b></span></font><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'><o:p></o:p></span></font=
></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>The 40
most common mistakes in =
negotiation<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>Dealing
with price</span></b></span></font><b><i><font size=3D6 color=3Dblack
face=3DCambria><span =
style=3D'font-size:27.0pt;font-family:Cambria;color:black;
=
font-weight:bold;font-style:italic'><o:p></o:p></span></font></i></b></p>=
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'>*</span></font></b><font=
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'> <b><span =
style=3D'font-weight:bold'>The
closing stages<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'><o:p> </o:p></span>=
</font></b></p>
<p class=3DMsoNormal =
style=3D'text-align:justify;line-height:115%'><b><font
size=3D4 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
line-height:115%;font-family:Georgia;color:black;font-weight:bold'>Profil=
e of
Faculty<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'text-align:justify;line-height:115%'><b><font
size=3D4 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:15.0pt;
line-height:115%;font-family:Georgia;color:black;font-weight:bold'>Mr. =
Nayan
Marphatia – <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'text-align:justify;line-height:115%'><b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
=
line-height:115%;font-family:Georgia;color:black;font-weight:bold'>Manage=
ment
Consultant <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:2.0pt;
=
margin-bottom:0cm;margin-left:5.5pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>Mr. Nayan =
Marphatia
has a 30 years experience in the field of Soft Skills, Communication,
Negotiation, Time Management, Acing Interviews and Group Discussions =
at the
Institute of Chartered Accountants of India and Corporate. He used his =
vast
experience with MNC’s and Entrepreneurial Skills to help =
Executives
achieve their professional and personal =
goals.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:2.0pt;
=
margin-bottom:0cm;margin-left:5.5pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>Mr. Nayan =
worked
with several MNC’s like Pizza Hut Mumbai, DHL, Arthur Andersen =
&
Co, Wimco Ltd, RAS-KMK Lamipack Ltd (Swiss), Elf Lubricants India =
(France),
etc. Mr. Nayan’s few Key achievements are Trained over a 1600
professional in areas of Soft skills such as Interview preparation,
Interpersonal Skills, Communication and Public Speaking, Assertiveness =
and
Negotiation Skills, Acquisition of the DHL Express Business in =
Pakistan,
Buyout of DHL Agency Business in Bangladesh, Establishment of the
“Pizza Hut” Brand in Mumbai from scratch – Including
sourcing of Kitchen Equipment, Construction of new restaurants, Worked =
with
McKinsey & Company to lay out the India Vision for the DHL =
Group.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:2.0pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>He attended =
a Train
the Trainer Program in Soft Skills - Bangkok, Graduated from the Asia =
Pacific
Business Leadership Programme - Singapore, Scotwork Negotiating Skills
– Bangkok. Mr Nayan is one of regular faculty for conducting =
In-house
& Open house training for GCM Worldwide & Gford Institute of
Management Pvt Ltd on PAN India basis on the topic likes Negotiation =
Skill,
HR Interviewing Skills & Appraisal Management, Business =
Communication
Skills, Handling Customer Service, etc.</span></font><b><font size=3D4
color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;
color:black;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"#92CDDC" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#92CDDC;padding:.75pt .75pt =
.75pt .75pt;
height:133.95pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D3
color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;color:black;font-weight:bold'>Timings: 10:00 am - 5:00 =
pm</span></font></b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black'>, Registration begins =
at 9:30 am*<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D3
color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;color:black;font-weight:bold'>How to =
Register:</span></font></b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D3
color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;color:black;font-weight:bold'>> Fees: =
</span></font></b><b><font
size=3D4 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:15.0pt;
font-family:Georgia;color:black;font-weight:bold'>Rs. 9900 =
/-</span></font></b><font
size=3D4 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:15.0pt;
font-family:Georgia;color:black'> +18 % GST per person =
per
seminar</span></font><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black'><o:p></o:p></s=
pan></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black'>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:36.0pt;text-indent:0cm'><font size=3D3
color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;color:black'>> <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:36.0pt;text-indent:0cm'><b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black'>Mode of Payment: Cheque / DD / NEFT =
/Paytm<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black'>Cheque favouring <b><span
style=3D'font-weight:bold'>GCM Worldwide</span></b> payable at =
<b><span
style=3D'font-weight:bold'>New =
Delhi</span></b>.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> Our GSTN. No. :
07AECPA0806Q1ZO<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:black'>Fees include Refreshment, Lunch, =
certificate
of participation & Course Material. <o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><font size=3D3
color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;color:black'>*Terms & 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"#92CDDC" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#92CDDC;padding:.75pt .75pt =
.75pt .75pt;
height:97.0pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><u><font size=3D3 color=3Dblack =
face=3DGeorgia><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;color:black;
font-weight:bold'>GCM Worldwide<o:p></o:p></span></font></u></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>SF - 46, =
Cross River
Mall, Plot No. 9B & 9C, Near Karkardooma Court Metro =
Station<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>Karkardooma, =
(CBD
Shahdara) Delhi – 110032<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>Tel
-011-42111616/617<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>To keep
receiving our regular Mailers in inbox.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>Add us to =
your
address book.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;color:black'>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:0cm;text-indent:0cm'><font size=3D2 color=3Dblack =
face=3D"Times New Roman"><span
lang=3DEN-IN style=3D'font-size:11.0pt;font-family:"Times New =
Roman";color:black'><o:p> </o:p></span></font></p>
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