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Content preview: Special offer Book 1 Seat and 2nd Seat absolutely Free Webinar
on Advanced Conflict Management
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Subject: ***SPAM*** Webinar on Advanced Conflict Management Negotiation Skills and Key Account Management By Mr.Suresh Goplaswamy -Visiting faculty IIM
This is a multi-part message in MIME format.
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Special offer Book 1 Seat and 2nd Seat absolutely Free
Webinar on
Advanced Conflict Management
and Negotiation Skills
Webinar on
Key Account Management - KAM
On
22nd June 2020
(11:00am to 4.30pm)
On
23rd June 2020
(11:00am to 4.30pm)
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Why Conflict Management
Conflict and disputes an inevitable part of work life. Effective leaders
ensure smooth functioning and unhindered organizational growth through
conflict management skills. Participants will be equipped to handle resolve
conflicts and disputes quickly and efficiently. Find workable solutions to
team and organizational disputes. Design and manage the mediation process
and facilitate negotiations to resolve workplace conflict. Advise others on
the features and uses of other effective conflicts resolution techniques.
Why Negotiation Skills
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 everyone across functions beyond 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
* Conflict Management Skills
* What is conflict Management
* Five conflict management styles
* The 4 types of conflict
* 5 Causes of conflict
* Conflict Management Techniques and Best Practices
* Preempting Conflict
* Mediation process
* Mediation and Leadership
* Difficult Conversations
* Conflict Transformation
* Basics of Negotiation
* Preparation, Discussion
* Goal Clarification
* Agreement, Implementation
* Negotiation Cycle
* 4 Cs of Negotiation
* Negotiation Complexity
* Types of Complexity
* Dealing with Complexity
* Types of Negotiations
* Key Negotiations skills
* Influencing
* Understanding ZOPA and BATNA
* Negotiation and Influencing styles
* Identifying your negotiation style
* Identifying your Negotiating Styles
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
. 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
.Understand the strategic processes and operational objectives which lead to
increased account penetration and maximum profit opportunities
. Know how to handle an account meeting
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 key account management
. 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:
Session - (11:00am to 4.30pm) 30mins 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 webinar
Rs. 14000 /-
USD $ 240
18 % GST is applicable
Special offer Book 1 Seat and 2nd Seat absolutely Free
> 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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<table class=3DMsoNormalTable border=3D1 cellspacing=3D1 cellpadding=3D0 =
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<td width=3D730 colspan=3D2 height=3D43 bgcolor=3D"#00B050" =
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1.0pt;background:#00B050;
padding:.75pt .75pt .75pt .75pt;height:32.5pt'>
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style=3D'mso-margin-top-alt:0cm;margin-right:
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gn:
center;text-indent:0cm'><b><font size=3D6 face=3DCalibri><span =
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Book 1 Seat and 2nd Seat absolutely <span =
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<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D365 height=3D43 bgcolor=3D"#92D050" =
style=3D'width:273.4pt;border:solid windowtext 1.0pt;
border-top:inset #0070C0 1.0pt;background:#92D050;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=3D5 face=3DEbrima><span =
style=3D'font-size:
20.0pt;font-family:Ebrima;font-weight:bold'>Webinar =
on<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=3D5 face=3DEbrima><span =
style=3D'font-size:
17.0pt;font-family:Ebrima;font-weight:bold'>Advanced Conflict =
Management <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=3D5 face=3DEbrima><span =
style=3D'font-size:
20.0pt;font-family:Ebrima;font-weight:bold'>and Negotiation =
Skills<o:p></o:p></span></font></b></p>
</td>
<td width=3D365 height=3D43 bgcolor=3D"#DBE5F1" =
style=3D'width:273.4pt;border:solid windowtext 1.0pt;
border-top:inset #0070C0 1.0pt;background:#DBE5F1;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><i><font size=3D5 face=3DEbrima><span
=
style=3D'font-size:20.0pt;font-family:Ebrima;font-weight:bold;font-style:=
italic'>Webinar
on</span></font></i></b><b><font size=3D5 face=3DEbrima><span =
style=3D'font-size:
=
20.0pt;font-family:Ebrima;font-weight:bold'><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><i><font size=3D5 face=3DEbrima><span
=
style=3D'font-size:18.0pt;font-family:Ebrima;font-weight:bold;font-style:=
italic'>Key
Account Management </span></font></i></b><b><i><font size=3D5 =
face=3DEbrima><span
=
style=3D'font-size:20.0pt;font-family:Ebrima;font-weight:bold;font-style:=
italic'>–
KAM</span></font></i></b><b><font size=3D5 face=3DEbrima><span =
lang=3DEN-IN
=
style=3D'font-size:20.0pt;font-family:Ebrima;font-weight:bold'><o:p></o:p=
></span></font></b></p>
</td>
</tr>
<tr height=3D4 style=3D'height:2.75pt'>
<td width=3D365 height=3D4 bgcolor=3D"#92D050" =
style=3D'width:273.4pt;border:solid windowtext 1.0pt;
background:#92D050;padding:.75pt .75pt .75pt .75pt;height:2.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D6
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:22.0pt;font-family:Ebrima;
font-weight:bold'>On<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D6
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:22.0pt;font-family:Ebrima;
font-weight:bold'>22<sup>nd</sup> June 2020 =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D6
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:22.0pt;font-family:Ebrima;
font-weight:bold'>(11:00am to 4.30pm)<o:p></o:p></span></font></b></p>
</td>
<td width=3D365 height=3D4 bgcolor=3D"#DBE5F1" =
style=3D'width:273.4pt;border:solid windowtext 1.0pt;
background:#DBE5F1;padding:.75pt .75pt .75pt .75pt;height:2.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D6
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:22.0pt;font-family:Ebrima;
font-weight:bold'>On<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D6
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:22.0pt;font-family:Ebrima;
font-weight:bold'>23<sup>rd</sup> June 2020 =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D6
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:22.0pt;font-family:Ebrima;
font-weight:bold'>(11:00am to 4.30pm)<o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D4 style=3D'height:2.75pt'>
<td width=3D730 colspan=3D2 height=3D4 bgcolor=3D"#00B050" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#00B050;padding:.75pt .75pt =
.75pt .75pt;
height:2.75pt'>
<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 face=3D"Bodoni MT =
Black"><span
style=3D'font-size:14.0pt;font-family:"Bodoni MT =
Black";font-weight:bold'>By<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D6
face=3D"Bodoni MT Black"><span lang=3DEN-IN =
style=3D'font-size:23.0pt;font-family:
"Bodoni MT Black";font-weight:bold'>Mr. Suresh Gopalaswamy =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
face=3D"Bodoni MT Black"><span =
style=3D'font-size:14.0pt;font-family:"Bodoni MT Black";
font-weight:bold'>Visiting Faculty at IIM & Senior =
Advisor</span></font></b><b><font
size=3D5 face=3D"Bodoni MT Black"><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
font-family:"Bodoni MT =
Black";font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D3 style=3D'height:2.0pt'>
<td width=3D365 height=3D3 bgcolor=3D"#92D050" =
style=3D'width:273.4pt;border:solid windowtext 1.0pt;
border-bottom:none;background:#92D050;padding:.75pt .75pt .75pt .75pt;
height:2.0pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>Why Conflict =
Management<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;
font-family:Ebrima'>Conflict and disputes an inevitable part of work =
life.
Effective leaders ensure smooth functioning and unhindered =
organizational
growth through conflict management skills. Participants will be =
equipped to
handle resolve conflicts and disputes quickly and efficiently. Find =
workable
solutions to team and organizational disputes. Design and manage the
mediation process and facilitate negotiations to resolve workplace =
conflict.
Advise others on the features and uses of other effective conflicts
resolution techniques.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>Why Negotiation =
Skills</span></font></b><u><span
lang=3DEN-IN><o:p></o:p></span></u></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;
font-family:Ebrima'>Management function techniques are incomplete =
without the
manager being able to negotiate effectively. Advanced negotiation =
skills
ensure the efficient running of a business =
organization.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;
font-family:Ebrima'>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 <o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;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:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;
font-family:Ebrima'>This is an advanced course designed for everyone =
across
functions beyond 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.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;
font-family:Ebrima'>It helps identify the individual negotiating and
influencing styles to help the individual to fine tune the style for =
best
results.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-right:9.1pt;text-align:center'><b><font
size=3D6 face=3D"Bodoni MT Black"><span lang=3DEN-IN =
style=3D'font-size:25.0pt;
font-family:"Bodoni MT =
Black";font-weight:bold'>Contents</span></font></b><b><font
size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:Ebrima;
font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:25.5pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-18.0pt;mso-list:l18 level1 lfo20'><![if =
!supportLists]><font
size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>v<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:Ebrima;
font-weight:bold'>Conflict Management =
Skills<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>What is conflict =
Management<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Five conflict management =
styles<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>The 4 types of =
conflict<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>5 Causes of =
conflict<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Conflict Management Techniques and Best =
Practices<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Preempting Conflict<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Mediation process<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Mediation and =
Leadership<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Difficult =
Conversations<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l17 level1 lfo18'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>Ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Conflict =
Transformation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:0cm'><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'><o:p> </o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:25.5pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-18.0pt;mso-list:l18 level1 lfo20'><![if =
!supportLists]><font
size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>v<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:Ebrima;
font-weight:bold'>Basics of =
Negotiation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Preparation, =
Discussion<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Goal Clarification<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Agreement, =
Implementation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Negotiation Cycle<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>4 Cs of Negotiation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Negotiation =
Complexity<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Types of Complexity<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Dealing with =
Complexity<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Types of =
Negotiations<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Key Negotiations =
skills<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Influencing<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Understanding ZOPA and =
BATNA<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Negotiation and Influencing =
styles<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D4 =
face=3DWingdings><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>ü<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>Identifying your negotiation =
style<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-indent:-18.0pt;mso-list:
l16 level1 lfo19'><![if !supportLists]><font size=3D3 =
face=3DWingdings><span
style=3D'font-size:12.0pt;font-family:Wingdings'><span =
style=3D'mso-list:Ignore'>ü<font
size=3D1 face=3D"Times New Roman"><span style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Identifyin=
g
your Negotiating Styles</span></font></b><font size=3D3 =
face=3DEbrima><span
=
style=3D'font-size:12.0pt;font-family:Ebrima'><o:p></o:p></span></font></=
p>
</td>
<td width=3D365 height=3D3 bgcolor=3D"#DBE5F1" =
style=3D'width:273.4pt;border:solid windowtext 1.0pt;
border-bottom:none;background:#DBE5F1;padding:.75pt .75pt .75pt .75pt;
height:2.0pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D3 color=3Dblack face=3DEbrima><span
=
style=3D'font-size:12.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Key
accounts</span></font></b><font size=3D3 color=3Dblack =
face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima;color:black'> are not =
only
you’re <b><span style=3D'font-weight:bold'>most valued =
clientele</span></b>,
but are also the accounts most likely <b><span =
style=3D'font-weight:bold'>targeted
</span></b>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 <b><span style=3D'font-weight:bold'>retain =
your
most important clients</span></b> and simultaneously <b><span
style=3D'font-weight:bold'>maintain your organization’s long =
term
viability</span></b>.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;color:black'>This programme will give these =
account
managers the opportunity to <b><span =
style=3D'font-weight:bold'>practice,
refine and build their skills</span></b> and learn to <b><span
style=3D'font-weight:bold'>effectively implement</span></b> KAM =
principles in
target accounts.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3D"#002060" =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:#002060;font-weight:bo=
ld'>Course
Objectives<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;color:black'>• Consider the constantly
changing role of the Key Account Manager<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;color:black'>• Examine proven =
practices in
the development of sales, which relies on creating effective business
partnerships<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;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:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;color:black'>• Know how to handle an =
account
meeting<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3D"#002060" =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:#002060;font-weight:bo=
ld'>Who
Should Attend<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;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:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3D"#002060" =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:#002060;font-weight:bo=
ld'>Pre
requisite<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.05pt;
=
margin-bottom:0cm;margin-left:4.25pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;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:9.1pt;
=
margin-bottom:0cm;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3D"#002060" =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:#002060;font-weight:bo=
ld'>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:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;color:black'>• Retention of key =
clients •
Increased sales</span></font><b><font size=3D4 color=3D"#002060" =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:#002060;font-weight:bo=
ld'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;color:black'>• Improved margins =
• High
levels of customer loyalty</span></font><b><font size=3D4 =
color=3D"#002060"
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:#002060;
font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
9.1pt;margin-bottom:0cm;margin-left:7.5pt;margin-bottom:.0001pt;text-alig=
n:
center;text-indent:0cm'><b><font size=3D6 face=3D"Bodoni MT =
Black"><span
lang=3DEN-IN style=3D'font-size:25.0pt;font-family:"Bodoni MT =
Black";font-weight:
bold'>Contents</span></font></b><b><font size=3D5 face=3DEbrima><span
=
style=3D'font-size:16.0pt;font-family:Ebrima;font-weight:bold'><o:p></o:p=
></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:25.5pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-18.0pt;mso-list:l18 level1 lfo20'><![if =
!supportLists]><font
size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>v<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:Ebrima;
font-weight:bold'>Key Account Management (KAM) =
defined<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.85pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>• Definition =
& Objectives
key account management<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.85pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>• Criteria for
qualifying Key Accounts (KA)<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.85pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>•Managing =
customer
profitability and Customer Relationship Management =
(CRM)<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.85pt;text-align:justify;text-indent:
0cm'><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'>• </span></font></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'>Definition and goals of CRM<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.85pt;text-align:justify;text-indent:
0cm'><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'>• </span></font></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'>The value of loyalty<b><span =
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.85pt;text-align:justify;text-indent:
0cm'><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'>• </span></font></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'>Acquisition costs and lifetime value (LTV)<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:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:25.5pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-18.0pt;mso-list:l18 level1 lfo20'><![if =
!supportLists]><font
size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>v<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:Ebrima;
font-weight:bold'>Key account relational development =
model<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>•Business =
partnership
defined<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>• The KA =
relational
development model<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>• Pre and =
Early relationship
stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>• =
Mid-relationship
stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>•Partnership
relationship stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>• Synergetic
relationship stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>• Reasons for
divesting partnerships</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>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:25.5pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-18.0pt;mso-list:l18 level1 lfo20'><![if =
!supportLists]><font
size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>v<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:Ebrima;
font-weight:bold'>Account analysis: defining and selecting =
KA<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:25.5pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-18.0pt;mso-list:l18 level1 lfo20'><![if =
!supportLists]><font
size=3D3 color=3Dblack face=3DWingdings><span =
style=3D'font-size:12.0pt;font-family:
Wingdings;color:black'><span style=3D'mso-list:Ignore'>v<font size=3D1
face=3D"Times New Roman"><span style=3D'font:7.0pt "Times New =
Roman"'>
</span></font></span></span></font><![endif]><b><font size=3D5 =
face=3DEbrima><span
style=3D'font-size:16.0pt;font-family:Ebrima;font-weight:bold'>The Key =
Account
Planning process (KAP) -</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'> </span></font></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'>Two layers of planning<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:0cm;margin-right:9.1pt;
=
margin-bottom:0cm;margin-left:25.5pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-18.0pt;mso-list:l18 level1 lfo20'><![if =
!supportLists]><font
size=3D5 face=3DWingdings><span =
style=3D'font-size:16.0pt;font-family:Wingdings'><span
style=3D'mso-list:Ignore'>v<font size=3D1 face=3D"Times New =
Roman"><span
style=3D'font:7.0pt "Times New Roman"'> =
</span></font></span></span></font><![endif]><b><font
size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:Ebrima;
font-weight:bold'>The critical role of key account =
managers<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:25.5pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>• =
Understanding the
role and responsibilities of key account =
managers<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:25.5pt'><font size=3D3 =
color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black'>• Managing KA meetings</span></font><b><font =
size=3D5><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-weight:bold'><o:p></o:p></span></font></b>=
</p>
</td>
</tr>
<tr height=3D83 style=3D'height:62.4pt'>
<td width=3D730 colspan=3D2 height=3D83 bgcolor=3D"#DAEEF3" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#DAEEF3;padding:.75pt .75pt =
.75pt .75pt;
height:62.4pt'>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D4
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;line-height:
115%;font-family:"Times New Roman";font-weight:bold'>Profile of =
Faculty<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D3
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:
115%;font-family:"Times New Roman";font-weight:bold'>Mr. Suresh =
Gopalaswamy <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'><b><font size=3D3 face=3D"Times New Roman"><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";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:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman"'>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:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman"'>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-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt;font-family:"Times New Roman"'>Mr. Gopalaswamy has a wide
Industry/Functional Experience / exposure spanning Civil Services, =
PSUs,
FMCG, Consumer Durables, Fashion Garments, Manufacturing, Industrial
Products, Automobile Parts, Infrastructure, Hospitality and Health =
Care</span></font><b><font
size=3D4 face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:"Times New =
Roman";font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D61 style=3D'height:45.9pt'>
<td width=3D730 colspan=3D2 height=3D61 bgcolor=3D"#DAEEF3" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#DAEEF3;padding:.75pt .75pt =
.75pt .75pt;
height:45.9pt'>
<p class=3DMsoNormal =
style=3D'margin-right:3.6pt;text-align:justify'><b><font
size=3D5 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Ebrima;
font-weight:bold'>Course’s time =
structure:</span></font></b><font
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-family:Ebrima'><o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><b><font size=3D5 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Ebrima;font-weight:bold'>Session
– </span></font></b><b><font size=3D5 face=3DEbrima><span =
lang=3DEN-IN
=
style=3D'font-size:16.0pt;font-family:Ebrima;font-weight:bold'>(11:00am =
to
4.30pm) </span></font></b><b><font size=3D4 face=3DEbrima><span =
lang=3DEN-IN
style=3D'font-size:13.0pt;font-family:Ebrima;font-weight:bold'>30mins =
Break
Included</span></font></b><b><font size=3D5 face=3DEbrima><span =
lang=3DEN-IN
style=3D'font-size:16.0pt;font-family:Ebrima;font-weight:bold'> =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><b><font size=3D5 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Ebrima;font-weight:bold'>Pre-requis=
ites</span></font></b><font
size=3D5 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:18.0pt;font-family:Ebrima'><o:p></o:p></span></font></=
p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D2 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:11.0pt;font-family:Ebrima'>You should =
have good
internet connection and good quality headphone/speaker set with Laptop =
/
Desktop.</span></font><font face=3DEbrima><span lang=3DEN-IN =
style=3D'font-family:
Ebrima'><o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D2 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:11.0pt;font-family:Ebrima'>You should =
have
notepad/pen to note down important points.</span></font><font =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-family:Ebrima'><o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D73 style=3D'height:55.1pt'>
<td width=3D730 colspan=3D2 height=3D73 bgcolor=3D"#E5DFEC" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#E5DFEC;padding:.75pt .75pt =
.75pt .75pt;
height:55.1pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D4
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>How to Register:<o:p></o:p></span></font></b></p>
<table class=3DMsoNormalTable border=3D1 cellspacing=3D0 =
cellpadding=3D0
style=3D'border-collapse:collapse;border:none'>
<tr>
<td width=3D280 style=3D'width:209.65pt;border:solid black =
1.0pt;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><font size=3D4 face=3DEbrima><span lang=3DEN-IN
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Fees: =
</span></font></b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Ebrima'>per person per webinar<o:p></o:p></span></font></p>
</td>
<td width=3D202 style=3D'width:151.85pt;border:solid black =
1.0pt;border-left:
none;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><font size=3D4 face=3DEbrima><span lang=3DEN-IN
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Rs. =
7000 /-</span></font></b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Ebrima'><o:p></o:p></span></font></p>
</td>
<td width=3D241 style=3D'width:180.75pt;border:solid black =
1.0pt;border-left:
none;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><font size=3D4 face=3DEbrima><span lang=3DEN-IN
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>USD $ =
120</span></font></b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Ebrima'><o:p></o:p></span></font></p>
</td>
</tr>
<tr>
<td width=3D280 style=3D'width:209.65pt;border:solid black =
1.0pt;border-top:
none;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><font size=3D4 face=3DEbrima><span lang=3DEN-IN
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Fees: =
</span></font></b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Ebrima'>per person both webinar<o:p></o:p></span></font></p>
</td>
<td width=3D202 =
style=3D'width:151.85pt;border-top:none;border-left:none;
border-bottom:solid black 1.0pt;border-right:solid black =
1.0pt;padding:
0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><font size=3D4 face=3DEbrima><span lang=3DEN-IN
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Rs. =
14000 /-</span></font></b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Ebrima'><o:p></o:p></span></font></p>
</td>
<td width=3D241 =
style=3D'width:180.75pt;border-top:none;border-left:none;
border-bottom:solid black 1.0pt;border-right:solid black =
1.0pt;padding:
0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><font size=3D4 face=3DEbrima><span lang=3DEN-IN
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>USD $ =
240</span></font></b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Ebrima'><o:p></o:p></span></font></p>
</td>
</tr>
</table>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D4
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>18 % GST is =
applicable<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><font size=3D6 face=3DCalibri><span lang=3DEN-IN
style=3D'font-size:21.0pt;background:#FBD4B4;font-weight:bold'>Special =
offer
Book 1 Seat and 2nd Seat absolutely <span =
class=3Dil>Free</span></span></font></b><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0cm'><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>> </span></font></b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Ebrima'>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:24.55pt;text-indent:0cm'><font size=3D4
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima'>> <b><span
style=3D'font-weight:bold'>Call Mr. Rajeev Gupta- 9711114779 / =
9540012349</span></b><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0cm'><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>> </span></font></b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Ebrima'>Mode of =
Payment: NEFT
/Paytm / Credit Card<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0cm'><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>> </span></font></b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Ebrima'>Cheque =
favouring <b><span
style=3D'font-weight:bold'>GCM Worldwide</span></b> payable =
at <b><span
style=3D'font-weight:bold'>New =
Delhi</span></b>.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0cm'><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>> Our GSTN. No. : =
07AECPA0806Q1ZO</span></font></b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima'><o:p></o:p></span></font></=
p>
<p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0cm'><b><font
size=3D4 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;
font-weight:bold'>> </span></font></b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Ebrima'>Fees =
include
certificate of participation & Course =
Material.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:24.55pt;text-indent:0cm'><font size=3D4
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima'>*Terms
& Condition Apply.</span></font><b><span lang=3DEN-IN =
style=3D'font-weight:
bold'><o:p></o:p></span></b></p>
</td>
</tr>
<tr height=3D4 style=3D'height:2.75pt'>
<td width=3D730 colspan=3D2 height=3D4 bgcolor=3D"#E5DFEC" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#E5DFEC;padding:.75pt .75pt =
.75pt .75pt;
height:2.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><u><font size=3D3 face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;font-weight:bold'>GCM =
Worldwide<o:p></o:p></span></font></u></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Georgia'>To keep receiving our regular Mailers =
in
inbox.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Georgia'>Add us to your address =
book.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Georgia'>Reply with Subject Remove to unsubscribe =
from the
mailing list</span></font><font size=3D3 face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman"'><o:p></o:p></span></font></p>
</td>
</tr>
</table>
</div>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;
margin-left:0cm;text-indent:0cm'><font size=3D2 face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:10.0pt;font-family:"Times New =
Roman"'><o:p> </o:p></span></font></p>
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