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Return-Receipt-To: "Rajeev Gupta" <sunriseglobal1986@gmail.com>
From: "Rajeev Gupta" <sunriseglobal1986@gmail.com>
To: <info@kohli.cards>
Subject: Key Account Management
Date: Fri, 3 Jan 2020 22:30:25 +0530
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Content preview: Key Account Management 24th January 2020 - Mumbai - Hyatt
Regency 27th January 2020 -Bangalore - Royal Orchid
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Key Account Management
24th January 2020 - Mumbai - Hyatt Regency
27th January 2020 -Bangalore - Royal Orchid
28th January 2020 - Chennai - Hyatt Regency
30th January 2020 - Delhi - The Leela
By
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Overview
Key accounts are not only you're most valued clientele, but are also the
accounts most likely targeted by your competition. Therefore, it is of
significant importance to continuously advance one's skills in developing
and managing key accounts, to ensure you can retain your most important
clients and simultaneously maintain your organization's long term viability.
This programme will give these account managers the opportunity to practice,
refine and build their skills and learn to effectively implement KAM
principles in target accounts.
Course Objectives
. Consider the constantly changing role of the Key Account Manager
. Examine proven practices in the development of sales, which relies on
creating effective business partnerships
. Gather ability to use techniques for achieving account goals and
objectives
. Understand the strategic processes and operational objectives which lead
to increased account penetration and maximum profit opportunities
. Develop a broader understanding of 'customer behaviors' and their impact
on buying decisions
. Know how to handle an account meeting and the negotiations within it
Who Should Attend
Meant for experienced sales professionals who manage key accounts and
strategic business relationships
Pre requisite
It is important that participants have already attended professional sales
training, as this program is focused on developing higher level client
relationships, and identifying key strategies to help enhance their current
sales techniques
What You Will Gain
. Retention of key clients
. Increased sales
. Improved margins
. High levels of customer loyalty
Contents
Key Account Management (KAM) defined
. Definition of key account management
. Criteria for qualifying Key Accounts (KA)
. Objectives of KAM
. Managing customer profitability and Customer Relationship Management (CRM)
. Definition and goals of CRM
. The value of loyalty
. Acquisition costs and lifetime value (LTV)
Key account relational development model
.Business partnership defined
. The KA relational development model
. Pre-relationship stage
. Early relationship stage
. Mid-relationship stage
.Partnership relationship stage
. Synergetic relationship stage
. Reasons for divesting partnerships
Account analysis: defining and selecting KA
The Key Account Planning process (KAP) - Two layers of planning
The critical role of key account managers
. Understanding the role and responsibilities of key account managers
. Managing KA meetings
Profile of Faculty
Mr. Suresh Gopalaswamy
Visiting Faculty at IIM & Senior Advisor
Experience of 20+ years in Behavioral and Functional Training, Profit Centre
Operations and Sales & Distribution Management. Has facilitated and coached
clients from wide range of industries. Retired from HUL as Senior Manager
Channel Operations. MR Gopalaswamy is Guest Faculty at IIM-C for MDC
programs for Senior management as well as ISS probationers.
MR Gopalaswamy has Diplomas in Management, HR Management, Change management
and a certification in Storytelling. Mr. Gopalaswamy's area of expertise
include Sales Management, selling techniques, Business Partner Management,
Competency Mapping & Development, Business Story Telling, Change Management,
Execution Skills among many others.
Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure
spanning Civil Services, PSUs, FMCG, Consumer Durables, Fashion Garments,
Manufacturing, Industrial Products, Automobile Parts, Infrastructure,
Hospitality and Health Care
Timings: 10:00 am - 5:00 pm, Registration begins at 9:30 am*
How to Register:
> Fees: Rs. 9900+18 % GST per person.
> 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
Tel -011-42111616/617
To keep receiving our regular Mailers in inbox.
Add us to your address book.
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face=3DGeorgia><span
=
style=3D'font-size:24.0pt;font-family:Georgia;color:black;font-weight:bol=
d;
font-style:italic'>Key Account =
Management</span></font></i></b><b><font
size=3D6 color=3Dblack face=3DGeorgia><span lang=3DEN-IN =
style=3D'font-size:22.0pt;
=
font-family:Georgia;color:black;font-weight:bold'><o:p></o:p></span></fon=
t></b></p>
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<tr height=3D4 style=3D'height:2.75pt'>
<td width=3D730 height=3D4 bgcolor=3D"#C2D69B" =
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background:#C2D69B;padding:.75pt .75pt .75pt .75pt;height:2.75pt'>
<p class=3DMsoNormal =
style=3D'margin-left:153.2pt;text-indent:0cm;line-height:
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lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black;font-weight:bold'>24<sup>th </sup> January 2020 =
– Mumbai
– Hyatt Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:153.2pt;text-indent:0cm;line-height:
150%'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black;font-weight:bold'>27<sup>th</sup> January 2020 =
–<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'margin-left:153.2pt;text-indent:0cm;line-height:
150%'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span =
lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black;font-weight:bold'>28<sup>th</sup> January 2020 – =
Chennai
– Hyatt Regency<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
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lang=3DEN-IN
style=3D'font-size:14.0pt;line-height:150%;font-family:"Times New =
Roman";
color:black;font-weight:bold'>30<sup>th</sup> January 2020 – =
<st1:City
w:st=3D"on"><st1:place w:st=3D"on">Delhi</st1:place></st1:City> - The =
Leela</span></font></b><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;line-height:150%;font-family:"Times New =
Roman";color:black;font-weight:
bold'><o:p></o:p></span></font></b></p>
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<td width=3D730 height=3D50 bgcolor=3D"#EAF1DD" =
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background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:37.25pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-ali=
gn:
center;text-indent:0cm'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>By<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D5
color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:
Cambria;color:black;font-weight:bold'>Mr. Suresh Gopalaswamy =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;
color:black;font-weight:bold'>Visiting Faculty at IIM & Senior =
Advisor</span></font></b><b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Cambria;color:black;font-weight:bold'><o:p></o:p></span></fon=
t></b></p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 height=3D82 bgcolor=3D"#EAF1DD" =
style=3D'width:547.5pt;border:none;
background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<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=3D4 color=3D"#002060" face=3D"Times New =
Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>Key
accounts are not only you’re <b><span =
style=3D'font-weight:bold'>most
valued clientele</span></b>, but are also the accounts most likely =
<b><span
style=3D'font-weight:bold'>targeted </span></b>by your competition. =
Therefore,
it is of significant importance to continuously advance one’s =
skills in
developing and managing key accounts, to ensure you can <b><span
style=3D'font-weight:bold'>retain your most important =
clients</span></b> and
simultaneously <b><span style=3D'font-weight:bold'>maintain your =
organization’s
long term viability</span></b>.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt: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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>This
programme will give these account managers the opportunity to <b><span
style=3D'font-weight:bold'>practice, refine and build their =
skills</span></b>
and learn to <b><span style=3D'font-weight:bold'>effectively =
implement</span></b>
KAM principles in target accounts.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D4 color=3D"#002060" face=3D"Times New =
Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Consider the constantly changing role of the Key Account =
Manager<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Gather ability to use techniques for achieving account goals and =
objectives<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt: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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Understand the strategic processes and operational objectives which =
lead to
increased account penetration and maximum profit =
opportunities<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
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: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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Know how to handle an account meeting and the negotiations within =
it<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt: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=3D4 color=3D"#002060" face=3D"Times New =
Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>Meant for
experienced sales professionals who manage key accounts and strategic
business relationships<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D4 color=3D"#002060" face=3D"Times New =
Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>It is
important that participants have already attended professional sales
training, as this program is focused on developing higher level client
relationships, and identifying key strategies to help enhance their =
current
sales techniques<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><b><font size=3D4 color=3D"#002060" face=3D"Times New =
Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Retention of key clients<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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Increased sales<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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Improved margins<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=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
High levels of customer loyalty<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 height=3D82 bgcolor=3D"#EAF1DD" =
style=3D'width:547.5pt;border:none;
background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<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=3D6 color=3Dblack =
face=3D"Times New Roman"><span
style=3D'font-size:27.0pt;font-family:"Times New =
Roman";color:black;font-weight:
bold;font-style:italic'>Contents<o:p></o:p></span></font></i></b></p>
<table class=3DMsoNormalTable border=3D1 cellspacing=3D0 =
cellpadding=3D0
style=3D'margin-left:4.05pt;border-collapse:collapse;border:none'>
<tr>
<td width=3D368 style=3D'width:276.2pt;border:solid black =
1.0pt;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>Key Account Management (KAM) =
defined<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Definition of key account management<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Criteria for qualifying Key Accounts =
(KA)<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Objectives of KAM<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Managing customer profitability and Customer Relationship Management =
(CRM)<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0cm'><b><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>• </span></font></b><font size=3D3 =
color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black'>Definition and goals of =
CRM<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0cm'><b><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>• </span></font></b><font size=3D3 =
color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black'>The value of loyalty<b><span =
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0cm'><b><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>• </span></font></b><font size=3D3 =
color=3Dblack
face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;font-family:"Times New Roman";
color:black'>Acquisition costs and lifetime value (LTV)<b><span
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
</td>
<td width=3D352 style=3D'width:263.75pt;border:solid black =
1.0pt;border-left:
none;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>Key account relational development =
model<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•Business
partnership defined<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
The KA relational development model<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Pre-relationship stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Early relationship stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Mid-relationship stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•Partnership
relationship stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:15.6pt;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Synergetic relationship stage<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Reasons for divesting partnerships</span></font><font color=3Dblack
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-family:"Times New Roman";
color:black'><o:p></o:p></span></font></p>
</td>
</tr>
<tr>
<td width=3D368 style=3D'width:276.2pt;border:solid black =
1.0pt;border-top:
none;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>Account analysis: defining and selecting =
KA</span></font></b><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
font-family:"Times New =
Roman";color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
<td width=3D352 =
style=3D'width:263.75pt;border-top:none;border-left:none;
border-bottom:solid black 1.0pt;border-right:solid black =
1.0pt;padding:
0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>The Key Account Planning process (KAP) - =
</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt;
font-family:"Times New Roman";color:black'>Two layers of =
planning<b><span
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
</td>
</tr>
<tr>
<td width=3D720 colspan=3D2 style=3D'width:539.95pt;border:solid =
black 1.0pt;
border-top:none;padding:0cm 5.4pt 0cm 5.4pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><b><font size=3D4 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:14.0pt;font-family:"Times New Roman";color:black;
font-weight:bold'>The critical role of key account =
managers<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Understanding the role and responsibilities of key account =
managers<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-align:justify;text-indent:
0cm'><font size=3D3 color=3Dblack face=3D"Times New Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>•
Managing KA meetings<b><span =
style=3D'font-weight:bold'><o:p></o:p></span></b></span></font></p>
</td>
</tr>
</table>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt: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=3D6 color=3Dblack =
face=3D"Times New Roman"><span
style=3D'font-size:27.0pt;font-family:"Times New =
Roman";color:black;font-weight:
bold;font-style:italic'><o:p></o:p></span></font></i></b></p>
</td>
</tr>
<tr height=3D82 style=3D'height:61.3pt'>
<td width=3D730 height=3D82 bgcolor=3D"#EAF1DD" =
style=3D'width:547.5pt;border:none;
background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:61.3pt'>
<p class=3DMsoNormal style=3D'line-height:115%'><b><font size=3D4 =
color=3Dblack
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;line-height:
115%;font-family:"Times New =
Roman";color:black;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 =
color=3Dblack
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;line-height:
115%;font-family:"Times New Roman";color:black;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 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black;
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 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>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 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>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 color=3Dblack face=3D"Times New =
Roman"><span
style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>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 =
color=3Dblack
face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
"Times New =
Roman";color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D179 style=3D'height:133.95pt'>
<td width=3D730 height=3D179 bgcolor=3D"#EAF1DD" =
style=3D'width:547.5pt;border:none;
background:#EAF1DD;padding:.75pt .75pt .75pt .75pt;height:133.95pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D3
color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:"Times New =
Roman";color:black;font-weight:bold'>Timings: 10:00
am - 5:00 pm</span></font></b><font size=3D3 color=3Dblack =
face=3D"Times New Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>, 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
color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:"Times New Roman";color:black;font-weight:bold'>How to =
Register:</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D3
color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:"Times New Roman";color:black;font-weight:bold'>> Fees: =
Rs. 9900</span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>+18 =
% GST per
person.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'>> </span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>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
color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:"Times New Roman";color:black'>> <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 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'>> </span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>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 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'>> </span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>Cheque =
favouring <b><span
style=3D'font-weight:bold'>GCM Worldwide</span></b> payable at =
<st1:City
w:st=3D"on"><st1:place w:st=3D"on"><b><span =
style=3D'font-weight:bold'>New =
Delhi</span></b></st1:place></st1:City>.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:36.0pt;text-indent:0cm'><b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;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 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New =
Roman";color:black;font-weight:bold'>> </span></font></b><font
size=3D3 color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:
12.0pt;font-family:"Times New Roman";color:black'>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
color=3Dblack face=3D"Times New Roman"><span lang=3DEN-IN =
style=3D'font-size:12.0pt;
font-family:"Times New Roman";color:black'>*Terms & Condition =
Apply.<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D129 style=3D'height:97.0pt'>
<td width=3D730 height=3D129 bgcolor=3D"#EAF1DD" =
style=3D'width:547.5pt;border:none;
border-bottom:outset #0070C0 1.0pt;background:#EAF1DD;padding:.75pt =
.75pt .75pt .75pt;
height:97.0pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><u><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black;
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 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>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 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>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 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>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 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'>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:0cm;text-indent:0cm'><font size=3D3 color=3Dblack =
face=3D"Times New Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'> <o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D3 color=3Dblack face=3D"Times New =
Roman"><span
lang=3DEN-IN style=3D'font-size:12.0pt;font-family:"Times New =
Roman";color:black'><br>
<br>
</span></font><font color=3Dblack face=3D"Times New Roman"><span =
lang=3DEN-IN
style=3D'font-family:"Times New =
Roman";color:black'><o:p></o:p></span></font></p>
</div>
</body>
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@KyuuKazami