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Content preview: Key Account Management Growth Through Building And Leveraging
Customer Insight 20th Dec 2019 - Mumbai - Hyatt Regency
Content analysis details: (7.2 points, 5.0 required)
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Subject: ***SPAM*** Key Account Management and Growth Through Building And Leveraging Customer Insight
This is a multi-part message in MIME format.
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Key Account Management
Growth Through Building And Leveraging Customer Insight
20th Dec 2019 - Mumbai - Hyatt Regency
23rd Dec 2019 -Bangalore - Royal Orchid
26th Dec 2019 - Delhi - The Leela
10th Jan 2020 - Chennai - Hyatt Regency
21st Dec 2019 - Mumbai - Hyatt Regency
24th Dec 2019 -Bangalore - Royal Orchid
27th Dec 2019 - Delhi - The Leela
11th Jan 2020 - Chennai - Hyatt Regency
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Overview
This program focuses on creating a structure for account management
professionals to develop a strategy to manage the critical customer
relationships that ensure business success. This leads one to examine the
operational processes required for effective account management and good
working relationships between both parties.
Techniques for increasing the penetration throughout the depth and breadth
of the account are covered. In addition, the key elements of handling
meetings, negotiations, building buyer needs, and understanding the
emotional influencers which motivate people to buy, are also examined and
discussed. The course is very practical in nature, and includes exercises,
which give the participants and opportunity to reflect on how the subject
matter relates specifically to their existing accounts. It also provides
tips and ideas to assist participants successful manage high value accounts.
Who Should Attend
Meant for experienced sales professionals who manage key accounts, and
strategic business relationships
Pre requisite
It is important that participants have already attended professional sales
training, as this program is focused on developing higher level client
relationships, and identifying key strategies to help enhance their current
sales techniques
Course Objectives
. Consider the constantly changing role of the Key Account Manager, Examine
proven practices in the development of sales, which relies on creating
effective business partnerships
. Gather ability to use techniques for achieving account goals and
objectives
. Understand the strategic processes and operational objectives which lead
to increased account penetration and maximum profit opportunities
. Develop a broader understanding of 'customer behaviors' and their impact
on buying decisions, Know how to handle an account meeting and the
negotiations within it
What You Will Gain
. A clearly defined, timely, and dynamic approach to the planning process,
not just for the present, but more importantly, for the future, An insight
into the key strategic and operational processes, as well as the marketing
principles, that will enable delegates to understand the importance of
getting the account strategy right, Techniques for building the best
relationships with key accounts
Contents
> Introduction and Icebreaker
> Expectation Mapping
> Context Setting for the Program
> What is KAM & Basics: Elements of KAM
Difference between KAM and selling
What are Key Accounts
Benefits of KAM
> Defining and Selecting Key Accounts
> Determining the Key Account Portfolio
> Types of KAM
> Contextualizing each KAM type
> Selling to Key Account
> Relational development Model
> Business Planning
> Alignment & Value Creation
> Influencing and Negotiating
> Account Strategy
> From Customer Service to Customer intimacy
> From KAM to SAM - Strategic Account Management
> What is your Influencing Style
> What is your Negotiating style
Course Take always
> Understanding Customers
> Going Beyond Data and Numbers
> Understanding Customer Insight
> Learning to Build Customer Insight
> Using Insights - Learning from examples
> Driving Growth in People, Processes, Products
> Driving Sales growth through Customer Insight
Who Should Attend
Senior Management responsible for Growth, Sales, Customer service, Product
Management
Contents
>> What is Customer Insight
>> Building Customer Insight
>> Leveraging CI for Growth
> Leveraging CI for Innovation
> Innovation in Process
> Leveraging CI for Customer intimacy
>> Driving CI for Sales Growth
>> Insight and Creativity
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 one day.
Rs. 18000/- +18 % GST per person both days.
> Please write to gcmseminars@yahoo.com
> Call Mr. Rajeev Gupta- 9711114779 / 9540012349 / Call -011-42111617
> Mode of Payment: Cheque / DD / NEFT /Paytm
> Cheque favouring GCM Worldwide payable at New Delhi.
> Our GSTN. No. : 07AECPA0806Q1ZO
> Fees include Refreshment, Lunch, certificate of participation & Course
Material.
*Terms & Condition Apply.
GCM Worldwide
Tel -011-42111616/617
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Add us to your address book.
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face=3DCambria><span
=
style=3D'font-size:17.0pt;font-family:Cambria;color:black;font-weight:bol=
d;
font-style:italic'>Growth Through Building And Leveraging Customer =
Insight</span></font></i></b><b><i><font
size=3D5 color=3Dblack face=3DCambria><span =
style=3D'font-size:17.0pt;font-family:
=
Cambria;color:black;font-weight:bold;font-style:italic'><o:p></o:p></span=
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face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Cambria;color:black;font-weight:bold'>20<sup>th</sup> Dec =
2019
– Mumbai – Hyatt Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
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style=3D'font-size:12.0pt;line-height:150%;
font-family:Cambria;color:black;font-weight:bold'>23<sup>rd</sup> Dec =
2019
–<st1:City w:st=3D"on"><st1:place =
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– Royal Orchid <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
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face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Cambria;color:black;font-weight:bold'>26<sup>th</sup> Dec =
2019
– <st1:City w:st=3D"on"><st1:place =
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- The Leela<o:p></o:p></span></font></b></p>
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lang=3DEN-IN
=
style=3D'font-size:12.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>10<sup>th</sup> Jan 2020 – Chennai – =
Hyatt
Regency</span></font></b><b><i><font size=3D3 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:12.0pt;line-height:150%;font-family:Cambria;color:blac=
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=
font-weight:bold;font-style:italic'><o:p></o:p></span></font></i></b></p>=
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face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Cambria;color:black;font-weight:bold'>21<sup>st</sup> Dec =
2019
– Mumbai – Hyatt Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Cambria;color:black;font-weight:bold'>24<sup>th</sup> Dec =
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'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Cambria;color:black;font-weight:bold'>27<sup>th</sup> Dec =
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>
<p class=3DMsoNormal style=3D'line-height:150%'><b><font size=3D3 =
color=3Dblack
face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:150%;
font-family:Cambria;color:black;font-weight:bold'>11<sup>th</sup> Jan =
2020 –
Chennai – Hyatt Regency</span></font></b><b><i><font size=3D3
color=3Dblack face=3DCambria><span =
style=3D'font-size:12.0pt;line-height:150%;
=
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=3D730 colspan=3D2 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:547.5pt;
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>
</tr>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D376 height=3D43 valign=3Dtop bgcolor=3D"#DBE5F1" =
style=3D'width:281.75pt;
border:solid windowtext 1.0pt;background:#DBE5F1;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;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
=
color:black;font-weight:bold'>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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
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. 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;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black;font-weight:bold'>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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
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;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black;font-weight:bold'>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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
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;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black;font-weight:bold'>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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black'>• 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<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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black'>• 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<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;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black;font-weight:bold'>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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black'>• 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<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;background:#DBE5F1'><b><i><font size=3D6 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:22.0pt;font-family:"Times New Roman";
=
color:black;font-weight:bold;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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black;
font-weight:bold'>> Context Setting for the =
Program</span></font></b><b><i><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
font-family:"Times New =
Roman";color:black;font-weight:bold;font-style:italic'><o:p></o:p></span>=
</font></i></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black;
font-weight:bold'>> What is KAM & 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;background:#DBE5F1'><font size=3D3 color=3Dblack face=3D"Times =
New Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;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;background:#DBE5F1'><font size=3D3 color=3Dblack face=3D"Times =
New Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;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;background:#DBE5F1'><font size=3D3 color=3Dblack face=3D"Times =
New Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black;
font-weight:bold'>> Influencing and =
Negotiating</span></font></b><b><i><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
font-family:"Times New =
Roman";color:black;font-weight:bold;font-style:italic'><o:p></o:p></span>=
</font></i></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0cm;
=
margin-bottom:3.0pt;margin-left:0cm;text-align:justify;text-indent:0cm;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;
background:#DBE5F1'><b><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black;
font-weight:bold'>> What is your Negotiating =
style</span></font></b><b><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:14.0pt;
font-family:"Times New =
Roman";color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
<td width=3D353 height=3D43 valign=3Dtop bgcolor=3D"#DBE5F1" =
style=3D'width:265.05pt;
border:solid windowtext 1.0pt;background:#DBE5F1;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-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D4 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:14.0pt;line-height:200%;
font-family:"Times New Roman";color:black;font-weight:bold'>Course =
Take
always<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:18.5pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New Roman";color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
line-height:200%;font-family:"Times New =
Roman";color:black'>Understanding
Customers<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:18.5pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New Roman";color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
line-height:200%;font-family:"Times New Roman";color:black'>Going =
Beyond Data
and Numbers<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:18.5pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New Roman";color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
line-height:200%;font-family:"Times New =
Roman";color:black'>Understanding
Customer Insight<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:18.5pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New Roman";color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
line-height:200%;font-family:"Times New Roman";color:black'>Learning =
to Build
Customer Insight<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:18.5pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New Roman";color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
line-height:200%;font-family:"Times New Roman";color:black'>Using =
Insights
– Learning from examples<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:18.5pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New Roman";color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
line-height:200%;font-family:"Times New Roman";color:black'>Driving =
Growth in
People, Processes, Products<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:18.5pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New Roman";color:black;font-weight:bold'>> =
</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
line-height:200%;font-family:"Times New Roman";color:black'>Driving =
Sales
growth through Customer Insight<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:18.5pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:200%;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New =
Roman";color:black'><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-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D4 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:14.0pt;line-height:200%;
font-family:"Times New Roman";color:black;font-weight:bold'>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-indent:0c=
m;
line-height:200%;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New Roman";color:black'>Senior Management =
responsible for
Growth, Sales, Customer service, Product =
Management<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-indent:0c=
m;
line-height:200%;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New =
Roman";color:black'> <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-indent:0c=
m;
line-height:200%;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;line-height:200%;
font-family:"Times New =
Roman";color:black'><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-indent:0c=
m;
line-height:200%;background:#DBE5F1'><b><font size=3D6 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:24.0pt;line-height:200%;
font-family:"Times New =
Roman";color:black;font-weight:bold'>Contents<o:p></o:p></span></font></b=
></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;background:#DBE5F1'><b><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'><o:p> </o:p></span></font></b><=
/p>
<p class=3DMsoNormal =
style=3D'line-height:200%;background:#DBE5F1'><b><font
size=3D5 face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
line-height:200%;font-family:"Times New =
Roman";font-weight:bold'>>>
What is Customer Insight<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'line-height:200%;background:#DBE5F1'><b><font
size=3D5 face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
line-height:200%;font-family:"Times New =
Roman";font-weight:bold'>>>
Building Customer Insight<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'line-height:200%;background:#DBE5F1'><b><font
size=3D5 face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
line-height:200%;font-family:"Times New =
Roman";font-weight:bold'>>>
Leveraging CI for Growth<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:26.75pt;line-height:200%;background:
#DBE5F1'><b><font size=3D5 face=3D"Times New Roman"><span lang=3DEN-IN
style=3D'font-size:16.0pt;line-height:200%;font-family:"Times New =
Roman";
font-weight:bold'>> </span></font></b><b><font size=3D4
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;line-height:
200%;font-family:"Times New Roman";font-weight:bold'>Leveraging CI for
Innovation</span></font></b><b><font size=3D5 face=3D"Times New =
Roman"><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;line-height:200%;font-family:"Times New =
Roman";
font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:33.85pt;line-height:200%;background:
#DBE5F1'><b><font size=3D3 face=3D"Times New Roman"><span lang=3DEN-IN
style=3D'font-size:12.0pt;line-height:200%;font-family:"Times New =
Roman";
font-weight:bold'>> </span></font></b><font size=3D3 face=3D"Times =
New Roman"><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:200%;font-family:"Times New =
Roman"'>Innovation
in Process<b><span style=3D'font-weight:bold'> =
<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:33.85pt;line-height:200%;background:
#DBE5F1'><b><font size=3D3 face=3D"Times New Roman"><span lang=3DEN-IN
style=3D'font-size:12.0pt;line-height:200%;font-family:"Times New =
Roman";
font-weight:bold'>> </span></font></b><font size=3D3 face=3D"Times =
New Roman"><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:200%;font-family:"Times New =
Roman"'>Leveraging
CI for Customer intimacy<b><span style=3D'font-weight:bold'> =
<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'line-height:200%;background:#DBE5F1'><b><font
size=3D5 face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
line-height:200%;font-family:"Times New =
Roman";font-weight:bold'>>>
Driving CI for Sales Growth<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;line-height:200%;background:
#DBE5F1'><b><font size=3D5 face=3D"Times New Roman"><span lang=3DEN-IN
style=3D'font-size:16.0pt;line-height:200%;font-family:"Times New =
Roman";
font-weight:bold'>>> Insight and =
Creativity</span></font></b><b><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;line-height:200%;font-family:"Times New =
Roman";color:black;font-weight:
bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:4.05pt;background:#DBE5F1'><b><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'><o:p> </o:p></span></font></b><=
/p>
<p class=3DMsoNormal =
style=3D'margin-right:2.0pt;background:#DBE5F1'><b><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:14.0pt;
font-family:"Times New =
Roman";color:black;font-weight:bold'><o:p> </o:p></span></font></b><=
/p>
</td>
</tr>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D730 colspan=3D2 height=3D43 bgcolor=3D"#DBE5F1" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#DBE5F1;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:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm;background:#DBE5F1'><b><font size=3D4 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:14.0pt;font-family:"Times New Roman";
color:black;font-weight:bold'>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;background:#DBE5F1'><b><font size=3D5 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:16.0pt;font-family:"Times New Roman";
color:black;font-weight:bold'>Mr. Suresh Gopalaswamy =
</span></font></b><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:14.0pt;
font-family:"Times New =
Roman";color:black'><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;background:#DBE5F1'><b><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black;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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
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:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m;
background:#DBE5F1'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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.<b><span =
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
</td>
</tr>
<tr height=3D179 style=3D'height:133.95pt'>
<td width=3D730 colspan=3D2 height=3D179 bgcolor=3D"#DBE5F1" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#DBE5F1;padding:.75pt .75pt =
.75pt .75pt;
height:133.95pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm;background:#DBE5F1'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'>Timings: 10:00
am - 5:00 pm</span></font></b><font size=3D3 color=3Dblack =
face=3D"Times New Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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;background:#DBE5F1'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black;font-weight:bold'>How =
to
Register:</span></font></b><font size=3D3 color=3Dblack face=3D"Times =
New Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm;background:#DBE5F1'><b><font
size=3D4 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Georgia;color:black;font-weight:bold'>></span></font></b><=
b><font
size=3D4 face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:15.0pt;
font-family:"Times New Roman";font-weight:bold'>Fees: Rs. =
9900/-</span></font></b><font
size=3D4 face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:15.0pt;
font-family:"Times New Roman"'> +18 % GST per person =
one day.</span></font><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D4
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:15.0pt;font-family:
"Times New =
Roman";font-weight:bold'> =
Rs. 18000/-</span></font></b><font
size=3D4 face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:15.0pt;
font-family:"Times New Roman"'> +18 % GST per person =
both
days.</span></font><font size=3D4 color=3Dblack face=3DGeorgia><span =
lang=3DEN-IN
=
style=3D'font-size:14.0pt;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;background:#DBE5F1'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'>> </span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";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;background:#DBE5F1'><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";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;background:#DBE5F1'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'>> </span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";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;background:#DBE5F1'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'>> </span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>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:36.0pt;text-indent:0cm;background:#DBE5F1'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";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;background:#DBE5F1'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'>> </span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";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;background:#DBE5F1'><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";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 =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:97.0pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm;background:#DBE5F1'><b><u><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
"Times New Roman";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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
"Times New Roman";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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
"Times New Roman";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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
"Times New Roman";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;background:#DBE5F1'><font size=3D3 color=3Dblack
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
"Times New Roman";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=3D3 color=3Dblack =
face=3D"Times New Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'> <o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'><br>
<br>
</span></font><font color=3Dblack face=3D"Times New Roman"><span =
lang=3DEN-IN
style=3D'font-family:"Times New =
Roman";color:black'><o:p></o:p></span></font></p>
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