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Content preview: Webinar on Key Account Management 19th August 2021
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Subject: ***SPAM*** Webinar on Key Account Management by Visting Faculty IIM- Mr Suresh G
This is a multi-part message in MIME format.
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Webinar on
Key Account Management
19th August 2021
11:00 am to 04.30 pm
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
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
. Consider the constantly changing role of the Key Account Manager
. Examine proven practices in the development of sales, which relies on
creating effective business partnerships
. Gather ability to use techniques for achieving account goals and
objectives
. Understand the strategic processes and operational objectives which lead
to increased account penetration and maximum profit opportunities
. Develop a broader understanding of 'customer behaviors' and their impact
on buying decisions
. Know how to handle an account meeting and the negotiations within it
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 of key account management
. Criteria for qualifying Key Accounts (KA)
. Objectives of KAM
. 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. Have facilitated and coached
clients from wide range of industries. Retired from HUL as Senior Manager
Channel Operations. Currently operating from Bangalore, Kolkata and Delhi.
Mr. Suresh 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, Lead Management, Train the Trainer,
Competency Mapping & Development, Business Story Telling, Change Management,
Execution Skills among many others.
Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure Sector
exposure: Manufacturing, Heavy Engineering, Industrial Products, Automobile,
Automobile Parts, Oil and Gas, PSUs, Energy, Electricity Supply,
Infrastructure, Paints, Adhesives, FMCG, Consumer Durables, Hospitality,
Health Care, Fashion, Music Sales, Appliances, Real Estate, Projects,
Telecom, IT, Banking, Jewelry.
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/earphone
with mike with Laptop/ Computer. You should have notepad/pen to note down
important points.
Fees: per person -
Fee Structure :- Per participants
Rs. 7000/-
USD 115
18% GST is applicable
> Mode of Payment: NEFT /Paytm / Credit Card/ GPAY
> Fees include certificate of participation & Course Material.
*Terms & Conditions apply
Best regards
For GFORD Institute of Management Pvt Ltd
Nitin Gupta
Email: gfordseminars@outlook.com
Mob. :9711114779 / 9315556407
For Query and nominations - 9540012349 only Whatsapp
For unsubscribe from the mailing list, please mail us on
deletemailgford@gmail.com.
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<p class=3DMsoNormal align=3Dcenter =
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face=3DCambria><span
=
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d'>Webinar
on</span></font></b><b><font size=3D6 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:29.0pt;font-family:Cambria;color:black;font-weight:bol=
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=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><b><font size=3D6 color=3Dblack face=3D"Arial =
Black"><span
style=3D'font-size:23.0pt;font-family:"Arial =
Black";color:black;font-weight:
bold'>Key Account Management</span></font></b><b><font size=3D6 =
color=3Dblack
face=3D"Arial Black"><span lang=3DEN-IN =
style=3D'font-size:22.0pt;font-family:"Arial Black";
color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
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background:transparent;padding:.75pt .75pt .75pt .75pt;height:2.75pt'>
<p class=3DMsoNormal align=3Dcenter =
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color=3Dblack face=3D"Arial Black"><span lang=3DEN-IN =
style=3D'font-size:18.0pt;
font-family:"Arial =
Black";color:black;font-weight:bold'>19<sup>th</sup> August
2021<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D5
color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:
Cambria;color:black;font-weight:bold'>11:00 am to 04.30 =
pm</span></font></b><b><font
size=3D3 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
=
font-family:Cambria;color:black;font-weight:bold'><o:p></o:p></span></fon=
t></b></p>
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<td width=3D730 height=3D50 bgcolor=3D"#92CDDC" =
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background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:37.25pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>By<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D5
color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:
Cambria;color:black;font-weight:bold'>Mr. Suresh Gopalaswamy =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;
color:black;font-weight:bold'>Visiting Faculty at IIM & Senior =
Advisor</span></font></b><b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Cambria;color:black;font-weight:bold'><o:p></o:p></span></fon=
t></b></p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 height=3D82 style=3D'width:547.5pt;border:solid =
windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Overview<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;color:black'>Key accounts 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:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><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 =
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=
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text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Course
Objectives<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><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:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><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:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;color:black'>• Gather ability to use
techniques for achieving account goals and =
objectives<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><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:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span =
style=3D'font-size:
12.0pt;font-family:Ebrima;color:black'>• Develop a broader
understanding of ‘customer behaviors’ and their impact on =
buying
decisions<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><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 and the negotiations within it<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Who
Should Attend<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><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:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Pre
requisite<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><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:0in;margin-right:9.1pt;
=
margin-bottom:0in;margin-left:4.3pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0in'><b><font size=3D4 color=3Dblack face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>What
You Will Gain<o:p></o:p></span></font></b></p>
<table class=3DMsoNormalTable border=3D0 cellspacing=3D0 =
cellpadding=3D0
style=3D'margin-left:25.3pt;border-collapse:collapse'>
<tr>
<td width=3D199 valign=3Dtop style=3D'width:148.9pt;padding:0in =
5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>• =
Retention
of key clients</span></font><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'><o:p></o:p></span></font></b></p>
</td>
<td width=3D331 valign=3Dtop style=3D'width:248.05pt;padding:0in =
5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>• =
Increased
sales</span></font><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr>
<td width=3D199 valign=3Dtop style=3D'width:148.9pt;padding:0in =
5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>• =
Improved
margins</span></font><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'><o:p></o:p></span></font></b></p>
</td>
<td width=3D331 valign=3Dtop style=3D'width:248.05pt;padding:0in =
5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:0in;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0in'><font size=3D3 color=3Dblack face=3DEbrima><span
style=3D'font-size:12.0pt;font-family:Ebrima;color:black'>• =
High levels
of customer loyalty</span></font><b><font size=3D4 color=3Dblack =
face=3DEbrima><span
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'><o:p></o:p></span></font></b></p>
</td>
</tr>
</table>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'><o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D36 style=3D'height:26.75pt'>
<td width=3D730 height=3D36 bgcolor=3D"#92CDDC" =
style=3D'width:547.5pt;border:solid windowtext 1.0pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:26.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><b><font size=3D5 color=3Dblack face=3D"Times =
New Roman"><span
style=3D'font-size:19.0pt;font-family:"Times New =
Roman";color:black;font-weight:
bold'>Contents<o:p></o:p></span></font></b></p>
<table class=3DMsoNormalTable border=3D1 cellspacing=3D0 =
cellpadding=3D0
style=3D'margin-left:4.05pt;border-collapse:collapse;border:none'>
<tr>
<td width=3D368 bgcolor=3D"#FBD4B4" =
style=3D'width:276.2pt;border:solid black 1.0pt;
background:#FBD4B4;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in;line-height:200%'><b><font size=3D4 color=3Dblack face=3D"Times =
New Roman"><span
style=3D'font-size:15.0pt;line-height:200%;font-family:"Times New =
Roman";
color:black;font-weight:bold'>Key Account Management (KAM) =
defined<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black'>• Definition of key account =
management<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;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:0in;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black'>• Objectives of KAM<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;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:15.6pt;text-align:justify;text-indent:
0in'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:15.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>• </span></font></b><font size=3D4 =
color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:15.0pt;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:15.6pt;text-align:justify;text-indent:
0in'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:15.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>• </span></font></b><font size=3D4 =
color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:15.0pt;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:15.6pt;text-align:justify;text-indent:
0in'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:15.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>• </span></font></b><font size=3D4 =
color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:15.0pt;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>
</td>
<td width=3D352 bgcolor=3D"#FBD4B4" =
style=3D'width:263.75pt;border:solid black 1.0pt;
border-left:none;background:#FBD4B4;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in;line-height:115%'><b><font size=3D4 color=3Dblack face=3D"Times =
New Roman"><span
style=3D'font-size:15.0pt;line-height:115%;font-family:"Times New =
Roman";
color:black;font-weight:bold'>Key account relational development =
model<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black'>•Business partnership =
defined<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;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:15.6pt;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;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:15.6pt;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black'>• Mid-relationship =
stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black'>•Partnership relationship =
stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black'>• Synergetic relationship =
stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0in;line-height:150%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black'>• Reasons for divesting =
partnerships</span></font><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN
style=3D'font-size:15.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black'><o:p></o:p></span></font></p>
</td>
</tr>
<tr>
<td width=3D368 bgcolor=3D"#FBD4B4" =
style=3D'width:276.2pt;border:solid black 1.0pt;
border-top:none;background:#FBD4B4;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in;line-height:200%'><b><font size=3D4 color=3Dblack face=3D"Times =
New Roman"><span
style=3D'font-size:15.0pt;line-height:200%;font-family:"Times New =
Roman";
color:black;font-weight:bold'>Account analysis: defining and =
selecting KA<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:15.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>The Key Account Planning process (KAP) - =
</span></font></b><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:15.0pt;
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>
</td>
<td width=3D352 bgcolor=3D"#FBD4B4" =
style=3D'width:263.75pt;border-top:none;
border-left:none;border-bottom:solid black 1.0pt;border-right:solid =
black 1.0pt;
background:#FBD4B4;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0in;text-align:justify;text-indent:
0in'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:15.0pt;font-family:"Times New Roman";color:black;
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:0in;text-align:justify;text-indent:
0in'><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:15.0pt;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:0in;text-align:justify;text-indent:
0in;line-height:115%'><font size=3D4 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:15.0pt;line-height:115%;font-family:"Times New =
Roman";
color:black'>• Managing KA meetings<b><span =
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
</td>
</tr>
</table>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><b><i><font size=3D1 color=3Dblack =
face=3D"Times New Roman"><span
style=3D'font-size:5.0pt;font-family:"Times New =
Roman";color:black;font-weight:
bold;font-style:italic'><o:p></o:p></span></font></i></b></p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 height=3D82 style=3D'width:547.5pt;border:solid =
windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D4 =
face=3DArial><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;line-height:115%;font-family:Arial;
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=3DArial><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Arial;
font-weight:bold'>Mr. Suresh Gopalaswamy =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><b><font size=3D3 face=3DArial><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Arial;font-weight:bold'>Visiting =
Faculty
at IIM & Senior Advisor <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 color=3Dblack face=3DArial><span =
style=3D'font-size:
12.0pt;font-family:Arial;color:black'>Experience of 20+ years in =
Behavioral
and Functional Training, Profit Centre Operations and Sales &
Distribution Management. Have facilitated and coached clients from =
wide range
of industries. Retired from HUL as Senior Manager Channel Operations.
Currently operating from <st1:City w:st=3D"on">Bangalore</st1:City>, =
Kolkata
and <st1:City w:st=3D"on"><st1:place =
w:st=3D"on">Delhi</st1:place></st1:City>. Mr.
Suresh 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, Lead Management, Train the =
Trainer,
Competency Mapping & Development, Business Story Telling, Change
Management, Execution Skills among many =
others.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 color=3Dblack face=3DArial><span =
style=3D'font-size:
12.0pt;font-family:Arial;color:black'>Mr. Gopalaswamy has a wide
Industry/Functional Experience / exposure Sector exposure: =
Manufacturing, Heavy
Engineering, Industrial Products, Automobile, Automobile Parts, Oil =
and Gas,
PSUs, Energy, Electricity Supply, Infrastructure, Paints, Adhesives, =
FMCG,
Consumer Durables, Hospitality, Health Care, Fashion, Music Sales,
Appliances, Real Estate, Projects, Telecom, IT, Banking, =
Jewelry.</span></font><b><font
size=3D4 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
14.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D61 style=3D'height:45.9pt'>
<td width=3D730 height=3D61 style=3D'width:547.5pt;border:solid =
windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:45.9pt'>
<p class=3DMsoNormal =
style=3D'margin-right:.05in;text-align:justify'><b><font
size=3D5 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
font-family:Ebrima;color:black;font-weight:bold'>Course’s time
structure:</span></font></b><b><font color=3Dblack face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-family:Ebrima;color:black;font-weight:bold'><o:p></o:p></sp=
an></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D5 =
color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Ebrima;
color:black'>Session – </span></font><font size=3D5 =
color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Ebrima;
color:black'>(11:00am to 4.30pm) </span></font><font size=3D4 =
color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:13.0pt;font-family:Ebrima;
color:black'>30mins Break Included</span></font><font size=3D5 =
color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Ebrima;
color:black'> <o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><b><font size=3D5 =
color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Ebrima;
color:black;font-weight:bold'>Pre-requisites</span></font></b><b><font
size=3D5 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:18.0pt;
=
font-family:Ebrima;color:black;font-weight:bold'><o:p></o:p></span></font=
></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D2 =
color=3Dblack
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;font-family:Ebrima;
color:black'>You should have good internet connection and good quality =
headphone/earphone
with mike with Laptop/ Computer. You should have notepad/pen to note =
down
important points.</span></font><font color=3Dblack face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-family:Ebrima;color:black'><o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D28 style=3D'height:21.0pt'>
<td width=3D730 height=3D28 style=3D'width:547.5pt;border:solid =
windowtext 1.0pt;
background:transparent;padding:.75pt .75pt .75pt .75pt;height:21.0pt'>
<p class=3DMsoNormal><b><font size=3D4 color=3Dblack =
face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>Fees:
</span></font></b><b><font size=3D4 color=3Dblack face=3DEbrima><span =
lang=3DEN-IN
=
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;font-weight:bold=
'>per
person – <o:p></o:p></span></font></b></p>
<table class=3DMsoNormalTable border=3D1 cellspacing=3D0 =
cellpadding=3D0
style=3D'margin-left:67.6pt;border-collapse:collapse;border:none'>
<tr>
<td width=3D325 style=3D'width:244.05pt;border:double windowtext =
1.5pt;
padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-right:8.9pt;text-align:center'><b><u><font
size=3D4 face=3DArial><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Arial;font-weight:bold'>Fee Structure :- Per =
participants<o:p></o:p></span></font></u></b></p>
</td>
<td width=3D145 style=3D'width:108.45pt;border:double windowtext =
1.5pt;
border-left:none;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-right:8.9pt;text-align:center'><b><font
size=3D4 face=3DArial><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Arial;font-weight:bold'>Rs. =
7000/-<u><o:p></o:p></u></span></font></b></p>
</td>
<td width=3D145 valign=3Dtop style=3D'width:108.45pt;border:double =
windowtext 1.5pt;
border-left:none;padding:0in 5.4pt 0in 5.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-right:8.9pt;text-align:center'><b><font
size=3D4 face=3DArial><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Arial;font-weight:bold'>USD 115<o:p></o:p></span></font></b></p>
</td>
</tr>
</table>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DArial><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Arial;font-weight:bold'>18%
GST is applicable<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><font size=3D4 =
face=3DArial><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Arial'>> Mode of =
Payment:
NEFT /Paytm / Credit Card/ GPAY<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><font size=3D4 =
face=3DArial><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Arial'>> Fees =
include
certificate of participation & Course =
Material.<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><font size=3D4 =
face=3DArial><span
lang=3DEN-IN style=3D'font-size:14.0pt;font-family:Arial'>*Terms & =
Conditions
apply <o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><font size=3D3 =
face=3DArial><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Arial'><o:p> </o:p></span></fo=
nt></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Best
regards</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-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>For
GFORD Institute of Management Pvt Ltd</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-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Nitin
Gupta</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-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Email:&nbs=
p;gfordseminars@outlook.com</span></font></b><strong><b><font
size=3D4 face=3DEbrima><span lang=3DFR =
style=3D'font-size:14.0pt;font-family:Ebrima'> </span></font></b></s=
trong><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-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>Mob.
:9711114779 / 9315556407<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D4 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:bold'>For
Query and nominations – 9540012349 only =
Whatsapp<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-right:8.9pt'><b><font size=3D2 =
face=3DEbrima><span
lang=3DEN-IN =
style=3D'font-size:10.0pt;font-family:Ebrima;font-weight:bold'><o:p> =
;</o:p></span></font></b></p>
<p class=3DMsoNormal><font size=3D4 face=3DEbrima><span lang=3DEN-IN
style=3D'font-size:14.0pt;font-family:Ebrima'>For unsubscribe from the =
mailing
list, please mail us on deletemailgford@gmail.com</span></font><font =
size=3D1
face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:1.0pt;font-family:Ebrima'>.</span></font><font
size=3D4 color=3Dblack face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Ebrima;color:black'><o:p></o:p></span></font></p>
</td>
</tr>
</table>
</div>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;
margin-left:0in;text-indent:0in'><font size=3D2 color=3Dblack =
face=3D"Times New Roman"><span
lang=3DEN-IN style=3D'font-size:11.0pt;font-family:"Times New =
Roman";color:black'><o:p> </o:p></span></font></p>
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@KyuuKazami