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From: "Rajeev Gupta" <indiatradeglob@gmail.com>
To: <info@kohli.cards>
Subject: Webinars on Advanced Negotiation Skills and Key Account Management By Mr.Suresh Goplaswamy - Visiting Faculty IIM
Date: Tue, 28 Jul 2020 13:44:54 -0700
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Webinars on


Advanced Negotiation Skills

Key Account Management


30th July 2020

(11:00am to 4.30pm)

31st July 2020

(11:00am to 4.30pm)


By

Mr. Suresh Gopalaswamy

Visiting Faculty at IIM & Senior Advisor


Overview

Management function techniques are incomplete without the manager being able
to negotiate effectively. Advanced negotiation skills ensure the efficient
running of a business organization.

The need to understand that these negotiation skills enable managers to be
able to close other than critical external deals, important internal service
level agreements thereby increasing productivity.

 

Who Should Attend

This is an advanced course designed for senior executives across functions
beyond just sales who deal with several internal as well as external groups
and need to influence outcomes. It covers both simple one on one deals as
well as complex negotiation with multiple groups.

It helps identify the individual negotiating and influencing styles to help
the individual to fine tune the style for best results.

Contents

* Introduction and Icebreaker

* Expectation Mapping

* Context Setting for the Program

* Basics of Negotiation

*  Preparation

*  Discussion

*  Goal Clarification

*  Win Win

*  Agreement

*  Implementation

* Negotiation Cycle

*  Cooperation

*  Competition

*  Conflict

*  Compromise

* Negotiation Complexity

*  Types of Complexity

*  Dealing with Complexity

* Types of Negotiations

*  Distrubitive

*  Integrative

* Key Negotiations skills

*  Influencing

*  Conflict resolution

*  Problem Solving

*  Active Listening

*  Understanding ZOPA and BATNA

* Negotiation Strategies

* Negotiation and Influencing styles

*  Identifying your Negotiation style

*  Identifying your Negotiating Styles

Overview

Key accounts are not only you're most valued clientele, but are also the
accounts most likely targeted by your competition. Therefore, it is of
significant importance to continuously advance one's skills in developing
and managing key accounts, to ensure you can retain your most important
clients and simultaneously maintain your organization's long term viability.

This programme will give these account managers the opportunity to practice,
refine and build their skills and learn to effectively implement KAM
principles in target accounts.

Course Objectives

. Examine proven practices in the development of sales, which relies on
creating effective business partnerships

. Understand the strategic processes and operational objectives which lead
to increased account penetration and maximum profit opportunities

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

What You Will Gain

. Retention of key clients . Increased sales

.Improved margins .High levels of customer loyalty

Contents

Key Account Management (KAM) defined

. Definition & Objectives of KAM

. Criteria for qualifying Key Accounts (KA)

. Managing customer profitability and Customer Relationship Management (CRM)

. Definition and goals of CRM

. The value of loyalty

. Acquisition costs and lifetime value (LTV)

Key account relational development model

.Business partnership defined

.  The KA relational development model

. Pre and Early relationship stage

. Mid-relationship stage

. Partnership relationship stage

. Synergetic relationship stage

. Reasons for divesting partnerships

Account analysis: defining and selecting KA

The Key Account Planning process (KAP) - Two layers of planning

The critical role of key account managers

. Understanding the role and responsibilities of key account managers .
Managing KA meetings


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.


Course's time structure:

In both Session - 30 Minutes Break Included

Pre-requisites

You should have good internet connection and good quality headphone/speaker
set with Laptop / Desktop.

You should have notepad/pen to note down important points.


How to Register:


Fees:

Per person per webinar

Rs. 7000 /-

USD $ 120


Fees:

Per person both webinars

Rs. 14000 /-

USD $ 240

18 % GST is applicable

> Please write to gcmseminars@yahoo.com 

> Call Mr. Rajeev Gupta- 9711114779 / 9540012349

> Mode of Payment: NEFT /Paytm / Credit Card

> Cheque favouring GCM Worldwide payable at New Delhi.

> Our GSTN. No. : 07AECPA0806Q1ZO

> Fees include certificate of participation & Course Material.

*Terms & Condition Apply.


GCM Worldwide

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style=3D'font-size:
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style=3D'font-size:
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  Management</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
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 <tr height=3D40 style=3D'height:29.85pt'>
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style=3D'margin-left:1.7pt;text-align:center'><b><font
  size=3D6 color=3D"#c00000" face=3DCambria><span =
style=3D'font-size:22.0pt;font-family:
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2020</span></font></b><font
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style=3D'font-size:22.0pt;font-family:
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2020</span></font></b><font
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style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
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face=3DCambria><span
  =
style=3D'font-size:16.0pt;font-family:Cambria;color:#C00000;font-weight:b=
old'>Mr.
  Suresh Gopalaswamy</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:14.15pt;text-align:center;
  text-indent:-8.5pt'><b><font size=3D4 color=3D"#c00000" =
face=3DCambria><span
  =
style=3D'font-size:14.0pt;font-family:Cambria;color:#C00000;font-weight:b=
old'>Visiting
  Faculty at IIM &amp; Senior Advisor</span></font></b><font size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
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1.5pt;
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  background:transparent;padding:.75pt .75pt .75pt =
.75pt;height:45.75pt'>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  =
Cambria;color:#244061;font-weight:bold'>Overview</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>Management function techniques are incomplete =
without
  the manager being able to negotiate effectively. Advanced negotiation =
skills
  ensure the efficient running of a business =
organization.</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>The need to understand that these negotiation =
skills
  enable managers to be able to close other than critical external =
deals,
  important internal service level agreements thereby increasing =
productivity.</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&nbsp;</span></font><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Who Should =
Attend</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>This is an advanced course designed for senior
  executives across functions beyond just sales who deal with several =
internal
  as well as external groups and need to influence outcomes. It covers =
both
  simple one on one deals as well as complex negotiation with multiple =
groups.</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>It helps identify the individual negotiating =
and
  influencing styles to help the individual to fine tune the style for =
best results.</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'margin-right:-.05pt;text-align:center'><b><i><font
  size=3D6 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:27.0pt;font-family:
  =
Cambria;color:#244061;font-weight:bold;font-style:italic'>Contents</span>=
</font></i></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Introduction and =
Icebreaker</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Expectation =
Mapping</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Context Setting for the =
Program</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Basics of =
Negotiation</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Preparation</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Discussion</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Goal Clarification</span></font></b><font size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Win Win</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Agreement</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Implementation</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Negotiation =
Cycle</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Cooperation</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Competition</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Conflict</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D2 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:11.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Compromise</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Negotiation =
Complexity</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Types of Complexity</span></font></b><font size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Dealing with Complexity</span></font></b><font =
size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Types of =
Negotiations</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Distrubitive</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Integrative</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Key Negotiations =
skills</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Influencing</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Conflict resolution</span></font></b><font size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Problem Solving</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Active Listening</span></font></b><font size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Understanding ZOPA and BATNA</span></font></b><font =
size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Negotiation =
Strategies</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:27.9pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-21.25pt'><font size=3D5 color=3D"#244061" =
face=3DWingdings><span
  =
style=3D'font-size:16.0pt;font-family:Wingdings;color:#244061'>&Uuml;</sp=
an></font><font
  size=3D1 color=3D"#244061"><span =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;</span></font><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Negotiation and Influencing =
styles</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Identifying your Negotiation =
style</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.05pt;
  =
margin-bottom:0in;margin-left:49.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
  text-indent:-.25in;line-height:12.65pt'><font size=3D3 =
color=3D"#244061"
  face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:Wingdings;
  color:#244061'>&uuml;</span></font><font size=3D1 =
color=3D"#244061"><span
  =
style=3D'font-size:7.0pt;color:#244061'>&nbsp;&nbsp;</span></font><b><fon=
t
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061;
  font-weight:bold'>Identifying your Negotiating =
Styles</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  </td>
  <td width=3D367 height=3D61 style=3D'width:275.35pt;border-top:inset =
1.5pt;
  border-left:inset 1.0pt;border-bottom:none;border-right:inset 1.0pt;
  background:transparent;padding:.75pt .75pt .75pt =
.75pt;height:45.75pt'>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  =
Cambria;color:#244061;font-weight:bold'>Overview</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>Key accounts are not only =
you&#8217;re&nbsp;<b><span
  style=3D'font-weight:bold'>most valued clientele</span></b>, but are =
also the
  accounts most likely&nbsp;<b><span =
style=3D'font-weight:bold'>targeted&nbsp;</span></b>by
  your competition. Therefore, it is of significant importance to =
continuously
  advance one&#8217;s skills in developing and managing key accounts, to =
ensure
  you can&nbsp;<b><span style=3D'font-weight:bold'>retain your most =
important
  clients</span></b>&nbsp;and simultaneously&nbsp;<b><span =
style=3D'font-weight:
  bold'>maintain your organization&#8217;s long term =
viability</span></b>.</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>This programme will give these account managers =
the
  opportunity to&nbsp;<b><span style=3D'font-weight:bold'>practice, =
refine and
  build their skills</span></b>&nbsp;and learn to&nbsp;<b><span
  style=3D'font-weight:bold'>effectively implement</span></b>&nbsp;KAM =
principles
  in target accounts.</span></font><font size=3D2 face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Course =
Objectives</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Examine proven practices in the =
development of
  sales, which relies on creating effective business =
partnerships</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Understand the strategic processes and
  operational objectives which lead to increased account penetration and
  maximum profit opportunities</span></font><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Who Should =
Attend</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>Meant for experienced sales professionals who =
manage
  key accounts and strategic business relationships</span></font><font =
size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Pre =
requisite</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><font
  size=3D2 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:11.0pt;font-family:
  Cambria;color:#244061'>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</span></font><font =
size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>What You Will =
Gain</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><font
  size=3D2 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:11.0pt;font-family:
  Cambria;color:#244061'>&#8226; Retention of key clients &#8226; =
Increased
  sales</span></font><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
  font-family:Calibri'><o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><font
  size=3D2 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:11.0pt;font-family:
  Cambria;color:#244061'>&#8226;Improved margins &#8226;High levels of =
customer
  loyalty</span></font><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
  font-family:Calibri'><o:p></o:p></span></font></p>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
  -.45pt;margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;
  text-align:center;text-indent:-8.5pt'><b><i><font size=3D6 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:27.0pt;font-family:Cambria;color:#244061;
  =
font-weight:bold;font-style:italic'>Contents</span></font></i></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Key Account Management (KAM) =
defined</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Definition &amp; Objectives of =
KAM</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Criteria for qualifying Key Accounts =
(KA)</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Managing customer profitability and =
Customer
  Relationship Management (CRM)</span></font><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:15.6pt;margin-bottom:.0001pt;text-align:jus=
tify'><b><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  =
Cambria;color:#244061;font-weight:bold'>&#8226;&nbsp;</span></font></b><f=
ont
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061'>Definition
  and goals of CRM</span></font><font size=3D2 face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:15.6pt;margin-bottom:.0001pt;text-align:jus=
tify'><b><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  =
Cambria;color:#244061;font-weight:bold'>&#8226;&nbsp;</span></font></b><f=
ont
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061'>The
  value of loyalty</span></font><font size=3D2 face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:15.6pt;margin-bottom:.0001pt;text-align:jus=
tify'><b><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  =
Cambria;color:#244061;font-weight:bold'>&#8226;&nbsp;</span></font></b><f=
ont
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061'>Acquisition
  costs and lifetime value (LTV)</span></font><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Key account relational =
development
  model</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
  font-family:Calibri'><o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226;Business partnership =
defined</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226;&nbsp; The KA relational development =
model</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:15.6pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Pre and Early relationship =
stage</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:15.6pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Mid-relationship =
stage</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:15.6pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Partnership relationship =
stage</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:15.6pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Synergetic relationship =
stage</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:15.6pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Reasons for divesting =
partnerships</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
  text-indent:-8.5pt'><b><font size=3D4 color=3D"#244061" =
face=3DCambria><span
  =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;font-weight:b=
old'>Account
  analysis: defining and selecting KA</span></font></b><font size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
  text-indent:-8.5pt'><b><font size=3D4 color=3D"#244061" =
face=3DCambria><span
  =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;font-weight:b=
old'>The
  Key Account Planning process (KAP) -&nbsp;</span></font></b><font
  color=3D"#244061" face=3DCambria><span =
style=3D'font-family:Cambria;color:#244061'>Two
  layers of planning</span></font><font size=3D2 face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.45pt;
  =
margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
  text-indent:-8.5pt'><b><font size=3D4 color=3D"#244061" =
face=3DCambria><span
  =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;font-weight:b=
old'>The
  critical role of key account managers</span></font></b><font size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-right:-.45pt;text-align:justify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>&#8226; Understanding the role and =
responsibilities of
  key account managers &#8226; Managing KA meetings</span></font><font =
size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  </td>
 </tr>
 <tr height=3D2 style=3D'height:1.6pt'>
  <td width=3D743 colspan=3D2 height=3D2 =
style=3D'width:557.3pt;background:transparent;
  padding:.75pt .75pt .75pt .75pt;height:1.6pt'>
  <p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-indent:-8.5pt'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Profile of =
Faculty</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-indent:-8.5pt'><b><font
  size=3D4 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Mr. Suresh =
Gopalaswamy</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
  =
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><b><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061;font-weight:bold'>Visiting Faculty at IIM &amp; =
Senior
  Advisor</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
  11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
  =
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>Experience of 20+ years in Behavioral and =
Functional
  Training, Profit Centre Operations and Sales &amp; Distribution
  Management.&nbsp; Has facilitated and coached clients from wide range =
of
  industries. Retired from HUL as Senior Manager Channel Operations. MR
  Gopalaswamy is Guest Faculty at IIM-C for MDC programs for Senior =
management
  as well as ISS probationers.</span></font><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
  =
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>MR Gopalaswamy has Diplomas in Management, HR
  Management, Change management and a certification in Storytelling. Mr.
  Gopalaswamy&#8217;s area of expertise include Sales Management, =
selling
  techniques, Business Partner Management, Competency Mapping &amp;
  Development, Business Story Telling, Change Management, Execution =
Skills among
  many others.</span></font><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
  11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
  =
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
  size=3D3 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
  Cambria;color:#244061'>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><font =
size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  </td>
 </tr>
 <tr height=3D2 style=3D'height:1.6pt'>
  <td width=3D743 colspan=3D2 height=3D2 =
style=3D'width:557.3pt;background:transparent;
  padding:.75pt .75pt .75pt .75pt;height:1.6pt'>
  <p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.05in;
  =
margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
  text-indent:-8.5pt'><b><font size=3D5 color=3D"#244061" =
face=3DCambria><span
  =
style=3D'font-size:16.0pt;font-family:Cambria;color:#244061;font-weight:b=
old'>Course&#8217;s
  time structure:</span></font></b><font size=3D2 face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
  -8.5pt'><b><font size=3D5 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:
  16.0pt;font-family:Cambria;color:#244061;font-weight:bold'>In both =
Session
  &#8211;&nbsp;</span></font></b><b><font size=3D4 color=3D"#244061" =
face=3DCambria><span
  =
style=3D'font-size:13.0pt;font-family:Cambria;color:#244061;font-weight:b=
old'>30
  Minutes Break Included</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
  -8.5pt'><b><font size=3D5 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:
  =
16.0pt;font-family:Cambria;color:#244061;font-weight:bold'>Pre-requisites=
</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
  -8.5pt'><font size=3D2 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:
  11.0pt;font-family:Cambria;color:#244061'>You should have good =
internet
  connection and good quality headphone/speaker set with Laptop / =
Desktop.</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
  -8.5pt'><font size=3D2 color=3D"#244061" face=3DCambria><span =
style=3D'font-size:
  11.0pt;font-family:Cambria;color:#244061'>You should have notepad/pen =
to note
  down important points.</span></font><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  </td>
 </tr>
 <tr height=3D45 style=3D'height:34.1pt'>
  <td width=3D743 colspan=3D2 height=3D45 =
style=3D'width:557.3pt;background:transparent;
  padding:.75pt .75pt .75pt .75pt;height:34.1pt'>
  <p class=3DMsoNormal><b><font size=3D4 color=3D"#244061" =
face=3DCambria><span
  =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;font-weight:b=
old'>How
  to Register:</span></font></b><font size=3D2 face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <div align=3Dcenter>
  <table class=3DMsoNormalTable border=3D0 cellspacing=3D0 =
cellpadding=3D0
   style=3D'border-collapse:collapse'>
   <tr height=3D6 style=3D'height:4.55pt'>
    <td width=3D297 height=3D6 style=3D'width:223.05pt;border:solid =
black 1.0pt;
    padding:0in 5.4pt 0in 5.4pt;height:4.55pt'>
    <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
    color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
    Cambria;color:#244061;font-weight:bold'>Fees:</span></font></b><font
    size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
    <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D5
    color=3D"#244061" face=3DCambria><span =
style=3D'font-size:16.0pt;font-family:
    Cambria;color:#244061;font-weight:bold'>Per person per =
webinar</span></font></b><font
    size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
    </td>
    <td width=3D161 height=3D6 style=3D'width:120.7pt;border:solid black =
1.0pt;
    border-left:none;padding:0in 5.4pt 0in 5.4pt;height:4.55pt'>
    <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
    color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
    Cambria;color:#244061;font-weight:bold'>Rs. 7000 =
/-</span></font></b><font
    size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
    </td>
    <td width=3D151 height=3D6 style=3D'width:113.6pt;border:solid black =
1.0pt;
    border-left:none;padding:0in 5.4pt 0in 5.4pt;height:4.55pt'>
    <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
    color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
    Cambria;color:#244061;font-weight:bold'>USD $ =
120</span></font></b><font
    size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
    </td>
   </tr>
   <tr height=3D6 style=3D'height:4.55pt'>
    <td width=3D297 height=3D6 style=3D'width:223.05pt;border:solid =
black 1.0pt;
    border-top:none;padding:0in 5.4pt 0in 5.4pt;height:4.55pt'>
    <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
    color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
    Cambria;color:#244061;font-weight:bold'>Fees:</span></font></b><font
    size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
    <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D5
    color=3D"#244061" face=3DCambria><span =
style=3D'font-size:16.0pt;font-family:
    Cambria;color:#244061;font-weight:bold'>Per person both =
webinars</span></font></b><font
    size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
    </td>
    <td width=3D161 height=3D6 =
style=3D'width:120.7pt;border-top:none;border-left:
    none;border-bottom:solid black 1.0pt;border-right:solid black 1.0pt;
    padding:0in 5.4pt 0in 5.4pt;height:4.55pt'>
    <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
    color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
    Cambria;color:#244061;font-weight:bold'>Rs. 14000 =
/-</span></font></b><font
    size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
    </td>
    <td width=3D151 height=3D6 =
style=3D'width:113.6pt;border-top:none;border-left:
    none;border-bottom:solid black 1.0pt;border-right:solid black 1.0pt;
    padding:0in 5.4pt 0in 5.4pt;height:4.55pt'>
    <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
    color=3D"#244061" face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
    Cambria;color:#244061;font-weight:bold'>USD $ =
240</span></font></b><font
    size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
    </td>
   </tr>
  </table>
  </div>
  <p class=3DMsoNormal><b><font size=3D4 color=3D"#244061" =
face=3DCambria><span
  =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;font-weight:b=
old'>18
  %&nbsp;GST&nbsp;is applicable</span></font></b><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;
  font-weight:bold'>&gt;&nbsp;</span></font></b><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061'>Please
  write to&nbsp;<st1:PersonName w:st=3D"on"><b><span =
style=3D'font-weight:bold'>gcmseminars@yahoo.com</span></b></st1:PersonNa=
me><b><span
  style=3D'font-weight:bold'>&nbsp;</span></b></span></font><font =
size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal style=3D'margin-left:24.55pt'><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061'>&gt;&nbsp;<b=
><span
  style=3D'font-weight:bold'>Call Mr. Rajeev Gupta- 9711114779 / =
9540012349</span></b></span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;
  font-weight:bold'>&gt;&nbsp;</span></font></b><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061'>Mode
  of Payment: NEFT /Paytm / Credit Card</span></font><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;
  font-weight:bold'>&gt;&nbsp;</span></font></b><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061'>Cheque
  favouring&nbsp;<b><span style=3D'font-weight:bold'>GCM =
Worldwide</span></b>&nbsp;payable
  at&nbsp;<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>.</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;
  font-weight:bold'>&gt; Our GSTN. No. : =
07AECPA0806Q1ZO</span></font></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061;
  font-weight:bold'>&gt;&nbsp;</span></font></b><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061'>Fees
  include certificate of participation &amp; Course =
Material.</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal style=3D'margin-left:24.55pt'><font size=3D4 =
color=3D"#244061"
  face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;color:#244061'>*Terms
  &amp; Condition Apply.</span></font><font size=3D2 =
face=3DCalibri><span
  =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  </td>
 </tr>
 <tr height=3D45 style=3D'height:34.1pt'>
  <td width=3D743 colspan=3D2 height=3D45 =
style=3D'width:557.3pt;border:inset 1.0pt;
  border-bottom:inset 1.5pt;background:transparent;padding:.75pt .75pt =
.75pt .75pt;
  height:34.1pt'>
  <p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><u><font size=3D3
  color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria;
  color:#244061;font-weight:bold'>GCM =
Worldwide</span></font></u></b><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
  color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria;
  color:#244061'>To&nbsp;keep receiving our regular Mailers in =
inbox.</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
  color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria;
  color:#244061'>Add us to your address book.</span></font><font =
size=3D2
  face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  <p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
  color=3D"#244061" face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria;
  color:#244061'>Reply with Subject Remove to unsubscribe from the =
mailing list</span></font><font
  size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
  </td>
 </tr>
</table>

</div>

<p class=3DMsoNormal><font size=3D2 color=3D"#244061" =
face=3DCambria><span
style=3D'font-size:11.0pt;font-family:Cambria;color:#244061'>&nbsp;</span=
></font><font
size=3D2 color=3Dblack face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri;
color:black'><o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

</div>

</body>

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