Return-Path: <sainathcrm06@gmail.com>
Delivered-To: info@kohli.cards
Received: from server.myl.cloud
by server.myl.cloud with LMTP
id SSfgIrPUiF1pUgAAR3YYTw
(envelope-from <sainathcrm06@gmail.com>)
for <info@kohli.cards>; Mon, 23 Sep 2019 19:50:35 +0530
Return-path: <sainathcrm06@gmail.com>
Envelope-to: info@kohli.cards
Delivery-date: Mon, 23 Sep 2019 19:50:35 +0530
Received: from p3.ga.dnsrd.com ([134.209.201.226]:46024)
by server.myl.cloud with esmtps (TLSv1.2:ECDHE-RSA-AES256-GCM-SHA384:256)
(Exim 4.92)
(envelope-from <sainathcrm06@gmail.com>)
id 1iCPCa-0005TN-Vm
for info@kohli.cards; Mon, 23 Sep 2019 19:50:35 +0530
Received: from LAPTOPFTGKVI42 (unknown [27.7.217.57])
by p3.ga.dnsrd.com (Postfix) with ESMTPA id BE74E406E8C
for <info@kohli.cards>; Mon, 23 Sep 2019 14:10:27 +0000 (UTC)
Return-Receipt-To: "Rajeev Gupta" <sainathcrm06@gmail.com>
From: "Rajeev Gupta" <sainathcrm06@gmail.com>
To: <info@kohli.cards>
Date: Mon, 23 Sep 2019 19:36:13 +0530
Message-ID: <!~!UENERkVCMDkAAQACAAAAAAAAAAAAAAAAABgAAAAAAAAAaa3CWRBPvUSE8jZd4F7jh8KAAAAQAAAAKO//qVYaikyWcDcXwPYShAEAAAAA@gmail.com>
MIME-Version: 1.0
Content-Type: multipart/alternative;
boundary="----=_NextPart_000_DFF8_01D57246.BEC1B260"
X-Mailer: Microsoft Office Outlook, Build 11.0.5510
Thread-Index: AdVyDKSFWkJujnSmQqSxvWrUF5YpmA==
X-MimeOLE: Produced By Microsoft MimeOLE
Disposition-Notification-To: "Rajeev Gupta" <sainathcrm06@gmail.com>
X-Spam-Status: Yes, score=6.5
X-Spam-Score: 65
X-Spam-Bar: ++++++
X-Spam-Report: Spam detection software, running on the system "server.myl.cloud",
has identified this incoming email as possible spam. The original
message has been attached to this so you can view it or label
similar future email. If you have any questions, see
root\@localhost for details.
Content preview: Negotiation Strategy and Advanced Negotiation Skills Key Account
Management 17th October 2019 - Bangalore - Royal Orchid
Content analysis details: (6.5 points, 5.0 required)
pts rule name description
---- ---------------------- --------------------------------------------------
0.0 FREEMAIL_FROM Sender email is commonly abused enduser mail
provider (sainathcrm06[at]gmail.com)
1.5 SPF_SOFTFAIL SPF: sender does not match SPF record (softfail)
0.2 FREEMAIL_ENVFROM_END_DIGIT Envelope-from freemail username ends
in digit (sainathcrm06[at]gmail.com)
0.0 DKIM_ADSP_CUSTOM_MED No valid author signature, adsp_override is
CUSTOM_MED
0.0 HTML_MESSAGE BODY: HTML included in message
0.0 HTML_FONT_SIZE_LARGE BODY: HTML font size is large
1.0 FREEMAIL_REPLY From and body contain different freemails
0.5 GB_FREEMAIL_DISPTO Disposition-Notification-To/From or
Disposition-Notification-To/body contain
different freemails
1.2 NML_ADSP_CUSTOM_MED ADSP custom_med hit, and not from a mailing
list
2.0 SPOOFED_FREEMAIL No description available.
X-Spam-Flag: YES
Subject: ***SPAM*** Negotiation Strategy and Advanced Negotiation Skills and Key Account Management
This is a multi-part message in MIME format.
------=_NextPart_000_DFF8_01D57246.BEC1B260
Content-Type: text/plain;
charset="us-ascii"
Content-Transfer-Encoding: 7bit
Negotiation Strategy and Advanced Negotiation Skills
Key Account Management
17th October 2019 - Bangalore - Royal Orchid
21st October 2019 - Chennai - Hyatt Regency
24th October 2019 - Hyderabad - Aditya Park
28th September 2019 - Mumbai - Hyatt Regency
30th September 2019 - Delhi - The Leela
11th October 2019 - Mumbai - Hyatt Regency
15th October 2019 -Delhi - The Leela
18th October 2019 - Bangalore - Royal Orchid
19th October 2019 - Chennai - Hyatt Regency
22nd October 2019 - Hyderabad - Aditya Park
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Overview
Management function techniques are incomplete without the manager being able
to negotiate effectively. Advanced negotiation skills ensure the efficient
running of a business organization.
The need to understand that these negotiation skills enable managers to be
able to close other than critical external deals, important internal service
level agreements thereby increasing productivity.
Who Should Attend
This is an advanced course designed for senior executives across functions
beyond just sales who deal with several internal as well as external groups
and need to influence outcomes. It covers both simple one on one deals as
well as complex negotiation with multiple groups.
It helps identify the individual negotiating and influencing styles to help
the individual to fine tune the style for best results
What You Will Gain
. A clearly defined, timely, and dynamic approach to the Negotiation, not
just for the present, but more importantly, for the future
. Techniques for building the best Negotiator
Contents
# Introduction and Icebreaker
# Expectation Mapping
# Context Setting for the Program
# Basics of Negotiation
> Preparation
> Discussion
> Goal Clarification
> Win Win
> Agreement
> Implementation
# Negotiation Cycle
> Cooperation
> Competition
> Conflict
> Compromise
# Negotiation Complexity
> Types of Complexity
> Dealing with Complexity
# Types of Negotiations
> Distributive
> Integrative
# Key Negotiations Skills
> Influencing
> Conflict resolution
> Problem Solving
> Active Listening
> Understanding ZOPA and BATNA
# Negotiation Strategies
# Negotiation and Influencing styles
> Identifying your negotiation style
> Identifying your Negotiating Styles
Overview
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
. Know how to handle an account meeting and the negotiations within it
What You Will Gain
. A clearly defined, timely, and dynamic approach to the planning process,
not just for the present, but more importantly, for the future
. An insight into the key strategic and operational processes, as well as
the marketing principles, that will enable delegates to understand the
importance of getting the account strategy right
. Techniques for building the best relationships with key accounts
Contents
> Introduction and Icebreaker
> Expectation Mapping
> Context Setting for the Program
> Defining and Selecting Key Accounts
> Determining the Key Account Portfolio
> Selling to Key Account
> Relational development Model
> Business Planning
> Alignment & Value Creation
> Influencing and Negotiating
> What is your Influencing Style
> What is KAM
> Basics: Elements of KAM
Difference between KAM and selling
What are Key Accounts
Benefits of KAM
> Types of KAM
> Contextualizing each KAM type
> Account Strategy
> From Customer Service to Customer intimacy
> From KAM to SAM - Strategic Account Management
> 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 per day
> Please write to gcmseminars@yahoo.com
> Call Mr. Rajeev Gupta- 9711114779 / 9540012349 / Call -011-42111617
> Mode of Payment: Cheque / DD / NEFT /Paytm
> Cheque favouring GCM Worldwide payable at New Delhi.
> Our GSTN. No. : 07AECPA0806Q1ZO
> Fees include Refreshment, Lunch, certificate of participation & Course
Material.
*Terms & Condition Apply.
GCM Worldwide
SF - 46, Cross River Mall, Plot No. 9B & 9C, Near Karkardooma Court Metro
Station
Karkardooma, (CBD Shahdara) Delhi - 110032
Tel -011-42111616/617
To keep receiving our regular Mailers in inbox.
Add us to your address book.
Reply with Subject Remove to unsubscribe from the mailing list
------=_NextPart_000_DFF8_01D57246.BEC1B260
Content-Type: text/html;
charset="us-ascii"
Content-Transfer-Encoding: quoted-printable
<html xmlns:v=3D"urn:schemas-microsoft-com:vml" =
xmlns:o=3D"urn:schemas-microsoft-com:office:office" =
xmlns:w=3D"urn:schemas-microsoft-com:office:word" =
xmlns=3D"http://www.w3.org/TR/REC-html40">
<head>
<META HTTP-EQUIV=3D"Content-Type" CONTENT=3D"text/html; =
charset=3Dus-ascii">
<meta name=3DGenerator content=3D"Microsoft Word 11 (filtered medium)">
<title>Seminar on Negotiation Strategy and Advanced Negotiation =
Skills</title>
<style>
<!--
/* Font Definitions */
@font-face
{font-family:Wingdings;
panose-1:5 0 0 0 0 0 0 0 0 0;}
@font-face
{font-family:Mangal;
panose-1:2 4 5 3 5 2 3 3 2 2;}
@font-face
{font-family:Ebrima;
panose-1:2 0 0 0 0 0 0 0 0 0;}
@font-face
{font-family:Calibri;
panose-1:2 15 5 2 2 2 4 3 2 4;}
@font-face
{font-family:"Arial Black";
panose-1:2 11 10 4 2 1 2 2 2 4;}
@font-face
{font-family:Georgia;
panose-1:2 4 5 2 5 4 5 2 3 3;}
@font-face
{font-family:Verdana;
panose-1:2 11 6 4 3 5 4 4 2 4;}
@font-face
{font-family:"Arial Narrow";
panose-1:2 11 5 6 2 2 2 3 2 4;}
/* Style Definitions */
p.MsoNormal, li.MsoNormal, div.MsoNormal
{margin-top:0cm;
margin-right:0cm;
margin-bottom:0cm;
margin-left:14.15pt;
margin-bottom:.0001pt;
text-indent:-8.5pt;
font-size:11.0pt;
font-family:Calibri;}
p.MsoHeader, li.MsoHeader, div.MsoHeader
{margin-top:0cm;
margin-right:0cm;
margin-bottom:0cm;
margin-left:14.15pt;
margin-bottom:.0001pt;
text-indent:-8.5pt;
font-size:11.0pt;
font-family:Calibri;}
p.MsoFooter, li.MsoFooter, div.MsoFooter
{margin-top:0cm;
margin-right:0cm;
margin-bottom:0cm;
margin-left:14.15pt;
margin-bottom:.0001pt;
text-indent:-8.5pt;
font-size:11.0pt;
font-family:Calibri;}
a:link, span.MsoHyperlink
{color:blue;
text-decoration:underline;}
a:visited, span.MsoHyperlinkFollowed
{color:purple;
text-decoration:underline;}
p
{mso-margin-top-alt:auto;
margin-right:0cm;
mso-margin-bottom-alt:auto;
margin-left:0cm;
font-size:12.0pt;
font-family:"Times New Roman";}
p.ListParagraph, li.ListParagraph, div.ListParagraph
{mso-margin-top-alt:auto;
margin-right:0cm;
mso-margin-bottom-alt:auto;
margin-left:0cm;
font-size:12.0pt;
font-family:"Times New Roman";}
/* Page Definitions */
@page
{mso-endnote-separator:url("cid:header.htm\@01D5723A.BE2D3100") es;
=
mso-endnote-continuation-separator:url("cid:header.htm\@01D5723A.BE2D3100=
") ecs;}
@page Section1
{size:595.3pt 841.9pt;
margin:35.45pt 72.0pt 42.55pt 72.0pt;}
div.Section1
{page:Section1;}
/* List Definitions */
@list l0
{mso-list-id:105122233;
mso-list-type:hybrid;
mso-list-template-ids:1544568218 67698691 67698691 67698693 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l0:level1
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:54.0pt;
text-indent:-18.0pt;
font-family:"Courier New";}
@list l1
{mso-list-id:153302999;
mso-list-type:hybrid;
mso-list-template-ids:-139947350 67698689 67698691 67698693 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l1:level1
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:54.0pt;
text-indent:-18.0pt;
font-family:Symbol;}
@list l2
{mso-list-id:300111069;
mso-list-template-ids:-938043654;}
@list l2:level1
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:36.0pt;
mso-level-number-position:left;
text-indent:-18.0pt;
mso-ansi-font-size:10.0pt;
font-family:Symbol;}
@list l3
{mso-list-id:485703569;
mso-list-type:hybrid;
mso-list-template-ids:-1359948654 67698689 67698691 67698693 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l3:level1
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:54.0pt;
text-indent:-18.0pt;
font-family:Symbol;}
@list l4
{mso-list-id:535000779;
mso-list-type:hybrid;
mso-list-template-ids:1289025654 67698691 67698689 67698693 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l4:level1
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:18.0pt;
text-indent:-18.0pt;
font-family:"Courier New";}
@list l4:level2
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:54.0pt;
text-indent:-18.0pt;
font-family:Symbol;}
@list l5
{mso-list-id:1104619065;
mso-list-type:hybrid;
mso-list-template-ids:793566670 67698691 67698691 67698693 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l5:level1
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:18.0pt;
text-indent:-18.0pt;
font-family:"Courier New";}
@list l5:level2
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:54.0pt;
text-indent:-18.0pt;
font-family:"Courier New";}
@list l6
{mso-list-id:1397243474;
mso-list-type:hybrid;
mso-list-template-ids:-584670350 67698693 1074331651 1074331653 =
1074331649 1074331651 1074331653 1074331649 1074331651 1074331653;}
@list l6:level1
{mso-level-number-format:bullet;
mso-level-text:\F0A7;
mso-level-tab-stop:18.0pt;
mso-level-number-position:left;
margin-left:18.0pt;
text-indent:-18.0pt;
font-family:Wingdings;}
@list l6:level2
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:none;
mso-level-number-position:left;
text-indent:-18.0pt;
font-family:"Courier New";}
@list l7
{mso-list-id:1428186485;
mso-list-type:hybrid;
mso-list-template-ids:401797698 67698693 1074331651 1074331653 =
1074331649 1074331651 1074331653 1074331649 1074331651 1074331653;}
@list l7:level1
{mso-level-number-format:bullet;
mso-level-text:\F0A7;
mso-level-tab-stop:18.0pt;
mso-level-number-position:left;
margin-left:18.0pt;
text-indent:-18.0pt;
font-family:Wingdings;}
@list l7:level2
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:none;
mso-level-number-position:left;
text-indent:-18.0pt;
font-family:"Courier New";}
@list l8
{mso-list-id:1547064022;
mso-list-type:hybrid;
mso-list-template-ids:1341284480 67698691 67698691 67698693 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l8:level1
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:18.0pt;
text-indent:-18.0pt;
font-family:"Courier New";}
@list l9
{mso-list-id:1763064872;
mso-list-template-ids:579892714;}
@list l9:level1
{mso-level-tab-stop:36.0pt;
mso-level-number-position:left;
text-indent:-18.0pt;}
@list l10
{mso-list-id:1785230786;
mso-list-template-ids:1974636024;}
@list l10:level1
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:36.0pt;
mso-level-number-position:left;
text-indent:-18.0pt;
mso-ansi-font-size:10.0pt;
font-family:Symbol;}
@list l10:level2
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:72.0pt;
mso-level-number-position:left;
text-indent:-18.0pt;
mso-ansi-font-size:10.0pt;
font-family:"Courier New";
mso-bidi-font-family:"Times New Roman";}
@list l11
{mso-list-id:1908029680;
mso-list-type:hybrid;
mso-list-template-ids:-1496555760 67698689 67698691 67698693 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l11:level1
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:none;
mso-level-number-position:left;
margin-left:54.0pt;
text-indent:-18.0pt;
font-family:Symbol;}
@list l12
{mso-list-id:2092769603;
mso-list-type:hybrid;
mso-list-template-ids:2034298684 67698693 67698691 67698701 67698689 =
67698691 67698693 67698689 67698691 67698693;}
@list l12:level1
{mso-level-number-format:bullet;
mso-level-text:\F0A7;
mso-level-tab-stop:18.0pt;
mso-level-number-position:left;
margin-left:18.0pt;
text-indent:-18.0pt;
font-family:Wingdings;}
@list l12:level2
{mso-level-number-format:bullet;
mso-level-text:o;
mso-level-tab-stop:54.0pt;
mso-level-number-position:left;
margin-left:54.0pt;
text-indent:-18.0pt;
font-family:"Courier New";}
@list l12:level3
{mso-level-number-format:bullet;
mso-level-text:\F0FC;
mso-level-tab-stop:90.0pt;
mso-level-number-position:left;
margin-left:90.0pt;
text-indent:-18.0pt;
font-family:Wingdings;}
@list l12:level4
{mso-level-number-format:bullet;
mso-level-text:\F0B7;
mso-level-tab-stop:126.0pt;
mso-level-number-position:left;
margin-left:126.0pt;
text-indent:-18.0pt;
font-family:Symbol;}
ol
{margin-bottom:0cm;}
ul
{margin-bottom:0cm;}
-->
</style>
<!--[if gte mso 9]><xml>
<o:shapedefaults v:ext=3D"edit" spidmax=3D"1026" />
</xml><![endif]--><!--[if gte mso 9]><xml>
<o:shapelayout v:ext=3D"edit">
<o:idmap v:ext=3D"edit" data=3D"1" />
</o:shapelayout></xml><![endif]-->
</head>
<body lang=3DEN-US link=3Dblue vlink=3Dpurple>
<div class=3DSection1>
<div align=3Dcenter>
<table class=3DMsoNormalTable border=3D1 cellspacing=3D1 cellpadding=3D0 =
width=3D756
bgcolor=3D"#C6D9F1" =
style=3D'width:566.75pt;background:#C6D9F1;border-top:outset;
=
border-left:outset;border-bottom:inset;border-right:inset;border-color:#0=
070C0;
border-width:1.0pt'>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D359 colspan=3D2 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:269.35pt;
border:solid windowtext 1.0pt;background:#92CDDC;padding:.75pt .75pt =
.75pt .75pt;
height:32.5pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><i><font size=3D5 face=3DEbrima><span
=
style=3D'font-size:19.0pt;font-family:Ebrima;font-weight:bold;font-style:=
italic'>Negotiation
Strategy and Advanced Negotiation Skills =
<o:p></o:p></span></font></i></b></p>
</td>
<td width=3D394 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:295.3pt;border:solid windowtext 1.0pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:32.5pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><i><font size=3D5 color=3Dblack =
face=3DEbrima><span
=
style=3D'font-size:19.0pt;font-family:Ebrima;color:black;font-weight:bold=
;
font-style:italic'>Key Account =
Management</span></font></i></b><b><font
size=3D5 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:19.0pt;font-family:Ebrima;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D359 colspan=3D2 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:269.35pt;
border:solid windowtext 1.0pt;background:#92CDDC;padding:.75pt .75pt =
.75pt .75pt;
height:32.5pt'>
<p class=3DMsoNormal =
style=3D'margin-left:14.2pt;line-height:150%'><b><font
size=3D2 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:150%;
font-family:Ebrima;font-weight:bold'>17<sup>th</sup> October 2019 =
–
Bangalore – Royal Orchid<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:14.2pt;line-height:150%'><b><font
size=3D2 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:150%;
font-family:Ebrima;font-weight:bold'>21<sup>st</sup> October 2019 =
–
Chennai – Hyatt Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:14.2pt;line-height:150%'><b><font
size=3D2 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:150%;
font-family:Ebrima;font-weight:bold'>24<sup>th</sup> October 2019 =
–
Hyderabad – Aditya Park<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:14.2pt;line-height:150%'><b><font
size=3D2 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:150%;
font-family:Ebrima;font-weight:bold'>28<sup>th</sup> September 2019 =
–
Mumbai – Hyatt Regency <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;line-height:150%'><b><font
size=3D2 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:11.0pt;line-height:150%;
font-family:Ebrima;font-weight:bold'>30<sup>th</sup> September 2019 =
–
Delhi - The Leela<o:p></o:p></span></font></b></p>
</td>
<td width=3D394 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:295.3pt;border:solid windowtext 1.0pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:32.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:14.2pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:150%'><b><font size=3D2 face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:11.0pt;line-height:150%;font-family:Ebrima;font-weight=
:bold'>11<sup>th</sup>
October 2019 – Mumbai – Hyatt Regency =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:14.2pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:150%'><b><font size=3D2 face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:11.0pt;line-height:150%;font-family:Ebrima;font-weight=
:bold'>15<sup>th</sup>
October 2019 –Delhi - The Leela<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:14.2pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:150%'><b><font size=3D2 face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:11.0pt;line-height:150%;font-family:Ebrima;font-weight=
:bold'>18<sup>th</sup>
October 2019 – Bangalore – Royal =
Orchid<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:14.2pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:150%'><b><font size=3D2 face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:11.0pt;line-height:150%;font-family:Ebrima;font-weight=
:bold'>19<sup>th</sup>
October 2019 – Chennai – Hyatt =
Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:14.2pt;margin-bottom:.0001pt;text-indent:0c=
m;
line-height:150%'><b><font size=3D2 face=3DEbrima><span lang=3DEN-IN
=
style=3D'font-size:11.0pt;line-height:150%;font-family:Ebrima;font-weight=
:bold'>22<sup>nd</sup>
October 2019 – Hyderabad – Aditya =
Park<o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D754 colspan=3D3 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:565.35pt;
border:solid windowtext 1.0pt;background:#92CDDC;padding:.75pt .75pt =
.75pt .75pt;
height:32.5pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><font size=3D2 face=3DVerdana><span =
style=3D'font-size:
=
11.0pt;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=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 align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><font size=3D2 face=3DGeorgia><span =
style=3D'font-size:
11.0pt;font-family:Georgia;font-weight:bold'>Visiting Faculty at IIM =
&
Senior Advisor</span></font></b><b><font size=3D6 face=3D"Arial =
Black"><span
lang=3DEN-IN style=3D'font-size:27.0pt;font-family:"Arial =
Black";font-weight:
bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D43 style=3D'height:32.5pt'>
<td width=3D321 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:241.0pt;border:solid windowtext 1.0pt;
background:#92CDDC;padding:.75pt .75pt .75pt .75pt;height:32.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;
font-weight:bold'>Overview<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'>Management function techniques are incomplete =
without
the manager being able to negotiate effectively. Advanced negotiation =
skills
ensure the efficient running of a business =
organization.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'>The need to understand that these negotiation =
skills
enable managers to be able to close other than critical external =
deals,
important internal service level agreements thereby increasing =
productivity.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;
font-weight:bold'>Who Should Attend<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'>This is an advanced course designed for senior
executives across functions beyond just sales who deal with several =
internal
as well as external groups and need to influence outcomes. It covers =
both
simple one on one deals as well as complex negotiation with multiple =
groups.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'>It helps identify the individual negotiating and
influencing styles to help the individual to fine tune the style for =
best
results<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;
font-weight:bold'>What You Will Gain<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'>• A clearly defined, timely, and dynamic =
approach
to the Negotiation, not just for the present, but more importantly, =
for the
future<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:4.05pt'><font size=3D3 =
face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia'>• Techniques for =
building
the best Negotiator<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:4.05pt'><font size=3D5 =
face=3DGeorgia><span
=
style=3D'font-size:16.0pt;font-family:Georgia'><o:p> </o:p></span></=
font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><i><font size=3D5 face=3DGeorgia><span
=
style=3D'font-size:16.0pt;font-family:Georgia;font-weight:bold;font-style=
:italic'>Contents<o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># =
Introduction and
Icebreaker<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># =
Expectation
Mapping<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># Context =
Setting
for the Program<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># Basics =
of
Negotiation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Preparation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Discussion<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Goal Clarification<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>> Win
Win<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Agreement<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt;line-height:115%'><b><font size=3D3 face=3D"Arial Narrow"><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:"Arial Narrow";
font-weight:bold'>> Implementation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># =
Negotiation
Cycle<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Cooperation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Competition<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Conflict<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt;line-height:115%'><b><font size=3D3 face=3D"Arial Narrow"><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:"Arial Narrow";
font-weight:bold'>> Compromise<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># =
Negotiation
Complexity<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Types of Complexity<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt;line-height:115%'><b><font size=3D3 face=3D"Arial Narrow"><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:"Arial Narrow";
font-weight:bold'>> Dealing with =
Complexity<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># Types =
of
Negotiations<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Distributive<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt;line-height:115%'><b><font size=3D3 face=3D"Arial Narrow"><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:"Arial Narrow";
font-weight:bold'>> Integrative<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># Key =
Negotiations
Skills<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Influencing<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Conflict resolution<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Problem Solving<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Active Listening<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt;line-height:115%'><b><font size=3D3 face=3D"Arial Narrow"><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:"Arial Narrow";
font-weight:bold'>> Understanding ZOPA and =
BATNA<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># =
Negotiation
Strategies<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-align:justify;text-indent:
0cm;line-height:115%'><b><font size=3D4 face=3DCalibri><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:115%;font-weight:bold'># =
Negotiation and
Influencing styles<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Identifying your negotiation style<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:27.45pt;text-align:justify;text-indent:
-7.1pt'><b><font size=3D3 face=3D"Arial Narrow"><span lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Arial =
Narrow";font-weight:bold'>>
Identifying your Negotiating Styles</span></font></b><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>
</td>
<td width=3D432 colspan=3D2 height=3D43 bgcolor=3D"#92CDDC" =
style=3D'width:323.65pt;
border:solid windowtext 1.0pt;background:#92CDDC;padding:.75pt .75pt =
.75pt .75pt;
height:32.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
=
Georgia;color:#002060;font-weight:bold'>Overview<o:p></o:p></span></font>=
</b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>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.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>The =
course is very
practical in nature, and includes exercises, which give the =
participants and
opportunity to reflect on how the subject matter relates specifically =
to
their existing accounts. It also provides tips and ideas to assist
participants successful manage high value =
accounts.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060;font-weight:bold'>Who Should =
Attend<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>Meant for
experienced sales professionals who manage key accounts and strategic
business relationships<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060;font-weight:bold'>Pre =
requisite<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>It is =
important
that participants have already attended professional sales training, =
as this
program is focused on developing higher level client relationships, =
and
identifying key strategies to help enhance their current sales =
techniques<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060;font-weight:bold'>Course =
Objectives<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Consider
the constantly changing role of the Key Account =
Manager<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Examine
proven practices in the development of sales, which relies on creating
effective business partnerships<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Gather
ability to use techniques for achieving account goals and =
objectives<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Understand
the strategic processes and operational objectives which lead to =
increased
account penetration and maximum profit =
opportunities<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Know how
to handle an account meeting and the negotiations within =
it<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:
Georgia;color:#002060;font-weight:bold'>What You Will =
Gain<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• 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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
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:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3D"#002060" face=3DGeorgia><span
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060'>• =
Techniques
for building the best relationships with key =
accounts<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><i><font size=3D5 face=3DGeorgia><span
=
style=3D'font-size:16.0pt;font-family:Georgia;font-weight:bold;font-style=
:italic'>Contents<o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Introduction =
and
Icebreaker<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Expectation =
Mapping<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Context =
Setting for
the Program</span></font></b><b><i><font size=3D3 color=3D"#002060" =
face=3DGeorgia><span
=
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060;font-weight:b=
old;
font-style:italic'><o:p></o:p></span></font></i></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Defining and
Selecting Key Accounts<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Determining =
the Key
Account Portfolio<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Selling to =
Key
Account<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Relational
development Model<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Business =
Planning<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Alignment =
&
Value Creation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Influencing =
and
Negotiating<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> What is your
Influencing Style<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> What is =
KAM<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Basics: =
Elements of
KAM<o:p></o:p></span></font></b></p>
<p class=3DListParagraphCxSpFirst =
style=3D'mso-margin-top-alt:0cm;margin-right:
0cm;margin-bottom:0cm;margin-left:19.65pt;margin-bottom:.0001pt'><font
size=3D2 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:11.0pt;
font-family:Georgia;color:#002060'>Difference between KAM and =
selling<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpMiddle =
style=3D'mso-margin-top-alt:0cm;margin-right:
0cm;margin-bottom:0cm;margin-left:19.65pt;margin-bottom:.0001pt'><font
size=3D2 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:11.0pt;
font-family:Georgia;color:#002060'>What are Key =
Accounts<o:p></o:p></span></font></p>
<p class=3DListParagraphCxSpLast =
style=3D'mso-margin-top-alt:0cm;margin-right:
0cm;margin-bottom:0cm;margin-left:19.65pt;margin-bottom:.0001pt'><font
size=3D2 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:11.0pt;
font-family:Georgia;color:#002060'>Benefits of =
KAM<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Types of =
KAM<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> =
Contextualizing each
KAM type<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> Account =
Strategy<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> From Customer
Service to Customer intimacy<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:4.05pt;text-indent:0cm'><b><font
size=3D3 color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060;font-weight:bold'>> From KAM to =
SAM
– Strategic Account Management</span></font></b><font size=3D3
color=3D"#002060" face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:Georgia;color:#002060'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 color=3D"#002060" =
face=3DGeorgia><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;color:#002060;
font-weight:bold'>> What is your Negotiating =
style</span></font></b><b><font
size=3D3 face=3D"Arial Black"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:"Arial =
Black";font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D278 style=3D'height:208.2pt'>
<td width=3D754 colspan=3D3 height=3D278 =
style=3D'width:565.35pt;border-top:none;
border-left:solid windowtext =
1.0pt;border-bottom:none;border-right:solid windowtext 1.0pt;
padding:.75pt .75pt .75pt .75pt;height:208.2pt'>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D4 =
face=3DGeorgia><span
lang=3DEN-IN =
style=3D'font-size:14.0pt;line-height:115%;font-family:Georgia;
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=3DGeorgia><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:115%;font-family:Georgia;
font-weight:bold'>Mr. Suresh Gopalaswamy =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D3 face=3DGeorgia><span lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Georgia;font-weight:bold'>Visiting
Faculty at IIM & Senior Advisor <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'>Experience of 20+ years in Behavioral and =
Functional
Training, Profit Centre Operations and Sales & Distribution =
Management.
Has facilitated and coached clients from wide range of industries. =
Retired
from HUL as Senior Manager Channel Operations. MR Gopalaswamy is Guest
Faculty at IIM-C for MDC programs for Senior management as well as ISS
probationers.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'>MR Gopalaswamy has Diplomas in Management, HR
Management, Change management and a certification in Storytelling. Mr.
Gopalaswamy’s area of expertise include Sales Management, =
selling
techniques, Business Partner Management, Competency Mapping &
Development, Business Story Telling, Change Management, Execution =
Skills among
many others.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span =
style=3D'font-size:12.0pt;
font-family:Georgia'>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=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:Georgia;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D179 style=3D'height:133.95pt'>
<td width=3D754 colspan=3D3 height=3D179 =
style=3D'width:565.35pt;border-top:none;
border-left:solid windowtext =
1.0pt;border-bottom:none;border-right:solid windowtext 1.0pt;
padding:.75pt .75pt .75pt .75pt;height:133.95pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D3
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;
font-weight:bold'>Timings: 10:00 am - 5:00 =
pm</span></font></b><font
size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia'>, Registration begins at 9:30 =
am*<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D3
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;
font-weight:bold'>How to Register:</span></font></b><font size=3D3
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D3
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia;
font-weight:bold'>> Fees: Rs. 9900 /-</span></font></b><font =
size=3D3
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia'> <b><span
style=3D'font-weight:bold'>+18 % GST per person per =
day</span></b><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;font-weight:bold'>> </span></font></b><font size=3D3 =
face=3DGeorgia><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Georgia'>Please =
write to <b><span
=
style=3D'font-weight:bold'>gcmseminars@yahoo.com </span></b><o:p></o=
:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><font size=3D3
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia'>>
<b><span style=3D'font-weight:bold'>Call Mr. Rajeev Gupta- 9711114779 =
/
9540012349 / Call =
-011-42111617<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;font-weight:bold'>> </span></font></b><font size=3D3 =
face=3DGeorgia><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Georgia'>Mode of =
Payment:
Cheque / DD / NEFT /Paytm<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;font-weight:bold'>> </span></font></b><font size=3D3 =
face=3DGeorgia><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Georgia'>Cheque
favouring <b><span style=3D'font-weight:bold'>GCM =
Worldwide</span></b> payable
at <b><span style=3D'font-weight:bold'>New =
Delhi</span></b>.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;font-weight:bold'>> Our GSTN. No. : =
07AECPA0806Q1ZO<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:
Georgia;font-weight:bold'>> </span></font></b><font size=3D3 =
face=3DGeorgia><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:Georgia'>Fees =
include
Refreshment, Lunch, certificate of participation & Course =
Material. <o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><font size=3D3
face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Georgia'>*Terms
& Condition Apply.<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D86 style=3D'height:64.85pt'>
<td width=3D754 colspan=3D3 height=3D86 =
style=3D'width:565.35pt;border:solid windowtext 1.0pt;
border-top:none;padding:.75pt .75pt .75pt .75pt;height:64.85pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><u><font size=3D3 face=3DGeorgia><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Georgia;font-weight:bold'>GCM =
Worldwide<o:p></o:p></span></font></u></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Georgia'>SF - 46, Cross River Mall, Plot No. 9B =
& 9C,
Near Karkardooma Court Metro Station<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Georgia'>Karkardooma, (CBD Shahdara) Delhi – =
110032<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Georgia'>Tel =
-011-42111616/617<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Georgia'>To keep receiving our regular Mailers =
in
inbox.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Georgia'>Add us to your address =
book.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:Georgia'>Reply with Subject Remove to unsubscribe =
from the
mailing list<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D0>
<td width=3D323 style=3D'border:none'></td>
<td width=3D38 style=3D'border:none'></td>
<td width=3D395 style=3D'border:none'></td>
</tr>
</table>
</div>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;
margin-left:0cm;text-indent:0cm'><font size=3D3 face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman"'> <o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:"Times New Roman"'><br>
<br>
</span></font><font face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-family:
"Times New Roman"'><o:p></o:p></span></font></p>
</div>
</body>
</html>
------=_NextPart_000_DFF8_01D57246.BEC1B260--
@KyuuKazami