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From: "Rajeev Gupta" <eventtrain967@gmail.com>
To: <info@kohli.cards>
Subject: Leadership Skills and Key Account Management
Date: Sun, 28 Apr 2019 03:53:14 +0530
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Content preview: Two Exclusive Seminars on Leadership Skills for the -21st
Century - 4 Cs of Leadership AND
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Two Exclusive Seminars on
Leadership Skills for the -21st Century - 4 Cs of Leadership
AND
Key Account Management
21st May 2019 - Bangalore - Royal Orchid
24th May 2019 - Chennai - Hyatt Regency
29th May 2019 - Mumbai - Hyatt Regency
4th June 2019 - Delhi - The Leela
22nd May 2019 - Bangalore - Royal Orchid
25th May 2019 - Chennai - Hyatt Regency
30th May 2019 - Mumbai - Hyatt Regency
5th June 2019 - Delhi - The Leela
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Leadership Skills for the -21st
Overview
The purpose of this program is to expose participants to the emergent
LEADERSHIP SKILLS in the mordern workplace. Build Intellectual, Phycological
and Social Capital to lead confidently in the modern world. To ensure
automation does not replace the participants skill sets. The course gives an
overview of the skill sets to enable the participant to decide one a
specific skill he or she would like to explore further
Who Should Attend
All those in senior leadership roles. Especially those in a rapidly changing
industry landscape and where many functions are getting automated or
digitized. All new entrants into managerial jobs.
The course begins with differentiating between managing and leading and move
forward to expose participants to the emergent LEADERSHIP SKILLS in the
modern workplace
.Build Intellectual, Phycological and Social Capital to lead confidently in
the modern world
.To ensure automation does not replace the participants skill sets
.The course gives an overview of the skill sets to enable the participant to
decide one a specific skill he or she would like to explore further
What You Will Gain
.Be equipped to manage managerial challenges in the modern workplace of the
21st century
.Master the techniques of applied creativity in the workplace
.Use emotions effectively to manage self and others
. Leading through collaboration
Contents for
Leadership Skills
# Collaboration
> Global Mindset
What is Global Mind set
Why is Global Mindset important in Managing todays organization?
How to build GM & leverage GM
> EQ
What is EQ & Difference between EQ and IQ
How to Develop your EQ
Where EQ is Critical
> People Connect
What is People Connect & Connected Team
Team vs Individuals
Team Essentials, Team Environment
3 Cs of Team connect
Building a collaborative team
# Communication
> Communication Strategy
Communication Planning
Communicating in the digital age
> Communicating to Influence
Flexing Communication Styles
Identifying personal communication styles
Non Hierarchical Influencing
# Critical thinking
> Cognitive Flexing
What is CF & Develop CF
How will this help
> Forecasting Follies
Understanding Data management
Folly of insufficient analysis
Insights beyond stats
# Creativity
> Creative Problem Solving
Understand creativity
Define problems
Some creative techniques
Key Account Management
Overview
This program focuses on creating a structure for account management
professionals to develop a strategy to manage the critical customer
relationships that ensure business success. This leads one to examine the
operational processes required for effective account management and good
working relationships between both parties.
Techniques for increasing the penetration throughout the depth and breadth
of the account are covered. In addition, the key elements of handling
meetings, negotiations, building buyer needs, and understanding the
emotional influencers which motivate people to buy, are also examined and
discussed.
The course is very practical in nature, and includes exercises, which give
the participants and opportunity to reflect on how the subject matter
relates specifically to their existing accounts. It also provides tips and
ideas to assist participants successful manage high value accounts.
Who Should Attend
Meant for experienced sales professionals who manage key accounts, and
strategic business relationships
Pre requisite
It is important that participants have already attended professional sales
training, as this program is focused on developing higher level client
relationships, and identifying key strategies to help enhance their current
sales techniques
Course Objectives
. Consider the constantly changing role of the Key Account Manager
. Examine proven practices in the development of sales, which relies on
creating effective business partnerships
. Gather ability to use techniques for achieving account goals and
objectives
. Understand the strategic processes and operational objectives which lead
to increased account penetration and maximum profit opportunities
. Develop a broader understanding of 'customer behaviors' and their impact
on buying decisions
. Know how to handle an account meeting and the negotiations within it
What You Will Gain
. A clearly defined, timely, and dynamic approach to the planning process,
not just for the present, but more importantly, for the future
. An insight into the key strategic and operational processes, as well as
the marketing principles, that will enable delegates to understand the
importance of getting the account strategy right
. Techniques for building the best relationships with key accounts
Contents for
Key Account Management
> Introduction and Icebreaker
> Expectation Mapping
> Context Setting for the Program
> What is KAM
> Basics: Elements of KAM
Difference between KAM and selling
What are Key Accounts
Benefits of KAM
> Defining and Selecting Key Accounts
> Determining the Key Account Portfolio
> Types of KAM
> Contextualizing each KAM type
> Selling to Key Account
> Relational development Model
> Business Planning
> Alignment & Value Creation
> Influencing and Negotiating
> Account Strategy
> From Customer Service to Customer intimacy
> From KAM to SAM - Strategic Account Management
> What is your Influencing Style
> What is your Negotiating style
Profile of Faculty
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Experience of 20+ years in Behavioral and Functional Training, Profit Centre
Operations and Sales & Distribution Management. Has facilitated and coached
clients from wide range of industries. Retired from HUL as Senior Manager
Channel Operations. MR Gopalaswamy is Guest Faculty at IIM-C for MDC
programs for Senior management as well as ISS probationers.
MR Gopalaswamy has Diplomas in Management, HR Management, Change management
and a certification in Storytelling. Mr. Gopalaswamy's area of expertise
include Sales Management, selling techniques, Business Partner Management,
Competency Mapping & Development, Business Story Telling, Change Management,
Execution Skills among many others.
Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure
spanning Civil Services, PSUs, FMCG, Consumer Durables, Fashion Garments,
Manufacturing, Industrial Products, Automobile Parts, Infrastructure,
Hospitality and Health Care
Timings: 10:00 am - 5:00 pm, Registration begins at 9:30 am*
How to Register:
> Fees: Rs. 9900 /- +18 % GST per person for single day
: Rs. 18000 /- +18 % GST per person for both days
> Please write to gcmseminars@yahoo.com
> Call Mr. Rajeev Gupta- 9711114779 / 9540012349 / Call -011-42111617
> Mode of Payment: Cheque / DD / NEFT /Paytm
> Cheque favouring GCM Worldwide payable at New Delhi.
> Our GSTN. No. : 07AECPA0806Q1ZO
> Fees include Refreshment, Certificate of Participation,
Lunch & Course Material. *Terms & Condition Apply.
GCM Worldwide
SF - 46, Cross River Mall, Plot No. 9B & 9C, Near Karkardooma Court Metro
Station
Karkardooma, (CBD Shahdara) Delhi - 110032
Tel -011-42111616/617
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=
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font-style:italic'>Two Exclusive Seminars =
on<o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
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=
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font-style:italic'>Leadership Skills for the =
-</span></font></i></b><b><i><font
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style=3D'font-size:16.0pt;font-family:
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Verdana;color:#7030A0;font-weight:bold;font-style:italic'>21<sup>st</sup>=
Century </span></font></i></b><i><font size=3D2 color=3D"#7030a0" =
face=3DVerdana><span
=
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4 Cs of Leadership<b><span style=3D'font-weight:bold'> =
<o:p></o:p></span></b></span></font></i></p>
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face=3DVerdana><span
=
style=3D'font-size:15.0pt;font-family:Verdana;color:#7030A0;font-weight:b=
old;
font-style:italic'>AND <o:p></o:p></span></font></i></b></p>
<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=3D6 color=3D"#7030a0" =
face=3DVerdana><span
=
style=3D'font-size:22.0pt;font-family:Verdana;color:#7030A0;font-weight:b=
old;
font-style:italic'>Key Account =
Management</span></font></i></b><b><font
size=3D6 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:27.0pt;font-family:
Verdana;font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D91 style=3D'height:.95in'>
<td width=3D357 height=3D91 bgcolor=3D"#CCC0D9" =
style=3D'width:267.5pt;border:solid windowtext 1.0pt;
background:#CCC0D9;padding:.75pt .75pt .75pt .75pt;height:.95in'>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
font-weight:bold'>21<sup>st</sup> May 2019 – <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Bangalore</st1:place></st1:City> - Royal =
Orchid<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
font-weight:bold'>24<sup>th</sup> May 2019 – Chennai - Hyatt =
Regency <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
font-weight:bold'>29<sup>th</sup> May 2019 – Mumbai - Hyatt =
Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
font-weight:bold'>4<sup>th</sup> June 2019 – <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Delhi</st1:place></st1:City> - The Leela =
<o:p></o:p></span></font></b></p>
</td>
<td width=3D372 height=3D91 bgcolor=3D"#CCC0D9" =
style=3D'width:279.3pt;border:solid windowtext 1.0pt;
background:#CCC0D9;padding:.75pt .75pt .75pt .75pt;height:.95in'>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
font-weight:bold'>22<sup>nd</sup> May 2019 – <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Bangalore</st1:place></st1:City> - Royal =
Orchid<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
font-weight:bold'>25<sup>th</sup> May 2019 – Chennai - Hyatt =
Regency <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
font-weight:bold'>30<sup>th</sup> May 2019 – Mumbai - Hyatt =
Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D2 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:115%;font-family:Verdana;
font-weight:bold'>5<sup>th</sup> June 2019 – <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Delhi</st1:place></st1:City> - The Leela =
<o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D63 style=3D'height:47.5pt'>
<td width=3D730 colspan=3D2 height=3D63 bgcolor=3D"#CCC0D9" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#CCC0D9;padding:.75pt .75pt =
.75pt .75pt;
height:47.5pt'>
<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 face=3DVerdana><span =
style=3D'font-size:
=
13.0pt;font-family:Verdana;font-weight:bold'>By<o:p></o:p></span></font><=
/b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center;line-height:115%'><b><font
size=3D4 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:13.0pt;line-height:
115%;font-family:Verdana;font-weight:bold'>Mr. Suresh Gopalaswamy =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center;line-height:115%'><b><font
size=3D4 face=3DVerdana><span =
style=3D'font-size:13.0pt;line-height:115%;
font-family:Verdana;font-weight:bold'>Visiting Faculty at IIM & =
Senior
Advisor</span></font></b><b><font face=3DVerdana><span lang=3DEN-IN
=
style=3D'line-height:115%;font-family:Verdana;font-weight:bold'><o:p></o:=
p></span></font></b></p>
</td>
</tr>
<tr height=3D63 style=3D'height:47.5pt'>
<td width=3D357 height=3D63 bgcolor=3D"#CCC0D9" =
style=3D'width:267.5pt;border:solid windowtext 1.0pt;
background:#CCC0D9;padding:.75pt .75pt .75pt .75pt;height:47.5pt'>
<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-indent:0i=
n'><b><i><font
size=3D4 face=3DVerdana><span =
style=3D'font-size:15.0pt;font-family:Verdana;
font-weight:bold;font-style:italic'>Leadership Skills for the =
-</span></font></i></b><b><i><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
=
font-weight:bold;font-style:italic'>21<sup>st<o:p></o:p></sup></span></fo=
nt></i></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-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'><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:0in;margin-bottom:.0001pt;text-indent:0in'>=
<b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>Overview<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>The purpose of this program is to expose =
participants to
the emergent LEADERSHIP SKILLS in the mordern workplace. Build =
Intellectual,
Phycological and Social Capital to lead confidently in the modern =
world. To
ensure automation does not replace the participants skill sets. The =
course
gives an overview of the skill sets to enable the participant to =
decide one a
specific skill he or she would like to explore =
further<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-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'><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-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>All those in senior leadership roles. Especially =
those
in a rapidly changing industry landscape and where many functions are =
getting
automated or digitized. All new entrants into managerial =
jobs.<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>The course begins with differentiating between =
managing
and leading and move forward to expose participants to the emergent
LEADERSHIP SKILLS in the modern workplace<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>•Build Intellectual, Phycological and =
Social
Capital to lead confidently in the modern =
world<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>•To ensure automation does not replace the
participants skill sets<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>•The course gives an overview of the skill =
sets to
enable the participant to decide one a specific skill he or she would =
like to
explore further<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-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'><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-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>What You Will Gain<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'><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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>•</span></font><font size=3D3 =
face=3DVerdana><span
style=3D'font-size:12.0pt;font-family:Verdana'>Be equipped to manage =
managerial
challenges in the modern workplace of the 21st =
century<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'><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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>•</span></font><font size=3D3 =
face=3DVerdana><span
style=3D'font-size:12.0pt;font-family:Verdana'>M</span></font><font =
size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>aster the
techniques of applied creativity in the =
workplace<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'><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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'><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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>•</span></font><font size=3D3 =
face=3DVerdana><span
style=3D'font-size:12.0pt;font-family:Verdana'>Use emotions =
effectively to
manage self and 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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'><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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>• </span></font><font size=3D3 =
face=3DVerdana><span
style=3D'font-size:12.0pt;font-family:Verdana'>Leading through =
collaboratio</span></font><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>n<o:p></o:p></span></font>=
</p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><b><i><font size=3D6 face=3DVerdana><span
=
style=3D'font-size:27.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'>Contents
for<o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><b><i><font size=3D5 face=3DVerdana><span
=
style=3D'font-size:19.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'>Leadership
Skills</span></font></i></b><b><i><font size=3D6 face=3DVerdana><span
=
style=3D'font-size:24.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'><o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal><u><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222'><o:p><span
=
style=3D'text-decoration:none'> </span></o:p></span></font></u></p>
<p class=3DMsoNormal><b><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222;
font-weight:bold'># Collaboration<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Global Mindset<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>What is =
Global Mind
set<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
=
0in;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt;text-align=
:
justify'><font size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Verdana'>Why is Global Mindset important in Managing =
todays organization?<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
=
0in;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt;text-align=
:
justify'><font size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Verdana'>How to build GM & leverage =
GM<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> EQ<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>What is EQ =
&
Difference between EQ and IQ<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>How to =
Develop your
EQ<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Where EQ =
is Critical<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> People Connect<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>What is =
People
Connect & Connected Team<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Team vs =
Individuals<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Team =
Essentials, Team
Environment<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>3 Cs of =
Team connect<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Building a
collaborative team</span></font><font color=3D"#222222" =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-family:Verdana;color:#222222'><o:p></o:p></span></font></p>=
<p class=3DMsoNormal><b><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222;
font-weight:bold'># Communication<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Communication =
Strategy<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Communication
Planning<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Communicating in the
digital age<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Communicating to =
Influence<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Flexing =
Communication
Styles<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Identifying personal
communication styles<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Non =
Hierarchical Influencing<o:p></o:p></span></font></p>
<p class=3DMsoNormal><b><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222;
font-weight:bold'># Critical thinking<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Cognitive =
Flexing<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>What is CF =
&
Develop CF<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>How will =
this help<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Forecasting =
Follies<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Understanding Data
management<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Folly of =
insufficient
analysis<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Insights =
beyond stats<o:p></o:p></span></font></p>
<p class=3DMsoNormal><b><font size=3D5 color=3D"#222222" =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Verdana;color:#222222;
font-weight:bold'># Creativity<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Creative Problem =
Solving<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Understand =
creativity<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'text-align:justify'><font size=3D3 =
face=3DVerdana><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Verdana'>Define =
problems<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 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Verdana'>Some creative =
techniques</span></font><b><font
size=3D4 face=3DVerdana><span =
style=3D'font-size:13.0pt;font-family:Verdana;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
<td width=3D372 height=3D63 bgcolor=3D"#CCC0D9" =
style=3D'width:279.3pt;border:solid windowtext 1.0pt;
background:#CCC0D9;padding:.75pt .75pt .75pt .75pt;height:47.5pt'>
<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-indent:0i=
n'><b><i><font
size=3D4 face=3DVerdana><span =
style=3D'font-size:15.0pt;font-family:Verdana;
font-weight:bold;font-style:italic'>Key Account =
Management<o:p></o:p></span></font></i></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-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>Overview<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>This program focuses on creating a structure for =
account
management professionals to develop a strategy to manage the critical
customer relationships that ensure business success. This leads one to
examine the operational processes required for effective account =
management
and good working relationships between both =
parties.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt: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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>Techniques for increasing the penetration =
throughout the
depth and breadth of the account are covered. In addition, the key =
elements
of handling meetings, negotiations, building buyer needs, and =
understanding
the emotional influencers which motivate people to buy, are also =
examined and
discussed.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt: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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>The course is very practical in nature, and =
includes
exercises, which give the participants and opportunity to reflect on =
how the
subject matter relates specifically to their existing accounts. It =
also
provides tips and ideas to assist participants successful manage high =
value
accounts.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>• 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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>• 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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>• 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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>• 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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>• 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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>• 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:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>What You Will Gain<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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>• A clearly defined, timely, and dynamic =
approach
to the planning process, not just for the present, but more =
importantly, for
the future<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt: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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>• An insight into the key strategic and
operational processes, as well as the marketing principles, that will =
enable
delegates to understand the importance of getting the account strategy =
right<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0i=
n'><font
size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>•
Techniques for building the best relationships with key =
accounts<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-right:1.7pt'><b><i><font size=3D6
face=3DVerdana><span =
style=3D'font-size:27.0pt;font-family:Verdana;font-weight:
bold;font-style:italic'>Contents =
for<o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.7pt;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0in'><b><i><font size=3D5 face=3DVerdana><span
=
style=3D'font-size:18.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'>Key
Account Management</span></font></i></b><b><i><font size=3D6 =
face=3DVerdana><span
=
style=3D'font-size:24.0pt;font-family:Verdana;font-weight:bold;font-style=
:italic'><o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'><o:p> </o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Introduction and =
Icebreaker<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Expectation =
Mapping<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:5.45pt;margin-bottom:.0001pt;text-indent:0i=
n'><b><font
size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Verdana;font-weight:bold'>> Context Setting for the =
Program<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> What is KAM<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Basics: Elements of =
KAM<o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
0in;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Difference
between KAM and selling<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0in;margin-right:
0in;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>What
are Key Accounts<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
0in;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana'>Benefits
of KAM<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Defining and Selecting Key =
Accounts<o:p></o:p></span></font></b></p>
<p class=3DListParagraph =
style=3D'mso-margin-top-alt:0in;margin-right:0in;
margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Determining the Key Account =
Portfolio<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Types of KAM<o:p></o:p></span></font></b></p>
<p class=3DListParagraph =
style=3D'mso-margin-top-alt:0in;margin-right:0in;
margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Contextualizing each KAM =
type<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Selling to Key =
Account<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Relational development =
Model<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Business =
Planning<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Alignment & Value =
Creation<o:p></o:p></span></font></b></p>
<p class=3DListParagraph =
style=3D'mso-margin-top-alt:0in;margin-right:0in;
margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Influencing and =
Negotiating<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> Account =
Strategy<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:3.0pt;margin-right:0in;
margin-bottom:3.0pt;margin-left:5.45pt;text-indent:0in'><b><font =
size=3D3
face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Verdana;
font-weight:bold'>> From Customer Service to Customer =
intimacy<o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0in;margin-right:
=
0in;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><b><font
size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Verdana;font-weight:bold'>> From KAM to SAM – Strategic =
Account
Management<o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0in;margin-right:
=
0in;margin-bottom:0in;margin-left:5.45pt;margin-bottom:.0001pt'><b><font
size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Verdana;font-weight:bold'>> What is your Influencing =
Style<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0i=
n'><b><font
size=3D2 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:11.0pt;font-family:
Verdana;font-weight:bold'>> What is your Negotiating =
style</span></font></b><b><font
size=3D4 face=3DVerdana><span =
style=3D'font-size:13.0pt;font-family:Verdana;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 colspan=3D2 height=3D82 bgcolor=3D"#CCC0D9" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#CCC0D9;padding:.75pt .75pt =
.75pt .75pt;
height:61.3pt'>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D4 =
face=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;line-height:115%;font-family:Verdana;
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=3DVerdana><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Verdana;
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=3DVerdana><span lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Verdana;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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>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: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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>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: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 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>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=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Verdana;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D179 style=3D'height:133.95pt'>
<td width=3D730 colspan=3D2 height=3D179 bgcolor=3D"#CCC0D9" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#CCC0D9;padding:.75pt .75pt =
.75pt .75pt;
height:133.95pt'>
<p class=3DMsoNormal style=3D'margin-left:0in;text-indent:0in'><font =
size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>Timings: 10:00
am - 5:00 pm, Registration begins at 9:30 =
am*<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:0in;text-indent:0in'><font =
size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>How to
Register:<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:0in;text-indent:0in'><font =
size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>> <b><span
style=3D'font-weight:bold'>Fees: Rs. 9900 /- +18 % GST per person for =
single
day <o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:.5in;text-indent:0in'><b><font size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;font-weight:
bold'> : Rs. 18000 /- +18 % GST per person for both =
days<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-left:.5in;text-indent:0in'><font =
size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>> 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:.5in;text-indent:0in'><b><font size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana;font-weight:
bold'>> Call Mr. Rajeev Gupta- 9711114779 / 9540012349 / Call =
-011-42111617<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-left:.5in;text-indent:0in'><font =
size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>> Mode of
Payment: Cheque / DD / NEFT /Paytm<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:.5in;text-indent:0in'><font =
size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>> Cheque
favouring GCM Worldwide payable at <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">New =
Delhi</st1:place></st1:City>.<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:.5in;text-indent:0in'><font =
size=3D3
face=3DVerdana><span =
style=3D'font-size:12.0pt;font-family:Verdana'>> Our
GSTN. No. : 07AECPA0806Q1ZO<o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'> > =
Fees include Refreshment, Certificate of
Participation, <o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
=
font-family:Verdana'> &nbs=
p; Lunch & Course Material. *Terms & Condition
Apply.<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D129 style=3D'height:97.0pt'>
<td width=3D730 colspan=3D2 height=3D129 bgcolor=3D"#CCC0D9" =
style=3D'width:547.5pt;
border:solid windowtext 1.0pt;background:#CCC0D9;padding:.75pt .75pt =
.75pt .75pt;
height:97.0pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>GCM Worldwide<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>SF - 46, Cross River Mall, Plot No. 9B & 9C, =
Near <st1:Street
w:st=3D"on"><st1:address w:st=3D"on">Karkardooma =
Court</st1:address></st1:Street>
Metro Station<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>Karkardooma, (CBD Shahdara) <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Delhi</st1:place></st1:City> – =
110032<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>Tel =
-011-42111616/617<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>To keep receiving our regular Mailers in =
inbox.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>Add us to your address =
book.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0in;text-align:center;
text-indent:0in'><font size=3D3 face=3DVerdana><span =
style=3D'font-size:12.0pt;
font-family:Verdana'>Reply with Subject Remove to unsubscribe from the
mailing list<o:p></o:p></span></font></p>
</td>
</tr>
</table>
</div>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;
margin-left:0in;text-indent:0in'><font size=3D3 face=3DVerdana><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Verdana'> <o:p></o:p></span></=
font></p>
<p class=3DMsoNormal><font size=3D3 face=3DVerdana><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Verdana'><br>
<br>
</span></font><font face=3DVerdana><span lang=3DEN-IN =
style=3D'font-family:Verdana'><o:p></o:p></span></font></p>
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