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SL047 Effective Sales Management (31Oct & 1Nov 11) FULL .pdf



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EFFECTIVE SALES MANAGEMENT
DATE
VENUE

: 31th OCT & 1th NOV 2011
: ISTANA HOTEL, KUALA LUMPUR

WORKSHOP overview
This 2-day course will provide you with the sales
management skills and techniques to get your team
performing and to exceed the targets that are on your
shoulders and playing on your mind!

WORKSHOP

objective

At the end of this programme participants will be able
to achieve the following objectives:















Learn how to earn the trust and respect of your
team
Increase your teams productivity through
learning effective sales training and coaching
skills
Learn the duties and the role of a successful
sales manager
Learn how to set targets and objectives with
your people
Learn how to set up and run effective sales
meetings
Learn how to motivate different personality
types
Learn how to foster a team spirit of high
performance
Learn how to give responsibility to your team
and how to delegate
Learn how to coach your sales team
Learn how to settle disputes and disagreements
in your team
Learn effective management skills
Learn how to put together a sales plan that
guarantees success
Learn how to use your numbers and statistics
to ensure your success

www.comfori.com

So you're in charge of a sales team full of pros and newbie’s!
The pressure is on you to perform, to get the whole team
performing as well and to get RESULTS.
Where do you start? How do you motivate everyone to sell?
How do you train and increase the skill of your team? How
do you get their respect? How do you lead?
The program is intended for participants to effectively lead a
sales team of pros and newbie’s to grow the business and the
sales team.
It will provide participants with the sales management skills
and techniques to get the sales team to perform and to exceed
the targets set.

WHO Should Attend




Sales managers,
General Manager & CEO who handles sales
management of the company
Executive who handles the sales management
teams.

Effective Sales Management

WHOshould attend
SPEAKER’S PROFILE
www.comfori.com

SIMON SOH
Simon Soh holds an MBA (from Cranfield University, UK), a
Graduate Diploma in Marketing (from Royal Chartered Institute
of Marketing, UK), a Diploma in Management with Distinction
(and Silver Medallist) (from Malaysian Institute of
Management), and a Diploma in Production Engineering with
Distinction (from Singapore Polytechnic). He is currently
pursuing a Doctor of Business Administration (DBA) and
Doctoral Degree in Metaphysics.
Simon is also a Certified Professional Trainer (by MIM and
PSMB), Certified Knowledge Manager (KMI, USA), and
Certified NLP Practitioner (NF-NLP USA).
He started his career as a sales engineer with Cycle and Carriage
Bintang Bhd, responsible for sales/marketing of Mercedes Benz
and Thysen Hanchel specialised vehicles (military trucks,
Armoured Personnel Carriers, TAM Tanks, Ambulances, Fire
Fighting Vehicles, etc). At the age of 24, he was promoted to
Deputy Dealers Manager and was the youngest member of the
management team in the Company’s history. He rapidly moved
up to various senior management positions in the organisation
and later in other organizations and industries.
He was Group Product Manager with Cycle and Carriage
Bintang Bhd, Division Director with Malaysian Resort
Timesharing Sdn Bhd, Country Manager/Regional Director with
Citicorp
Services
Inc/Cash
Management
Division
(Citibank/CitiGroup), and Consultant with PA Consulting,
Success Motivation International USA, Korn/Ferry Futurestep
USA, and Service Quality Institute USA.

www.comfori.com

He is an active networker/social worker, and is a
member of various professional bodies (MIM,
CIM, NF-NLP-USA, Toastmasters International,
Lions Clubs International, Malaysian Institute of
Geomancy
Sciences,
I-Ching/Reiki/Pranic
Circles). He has sponsored two Toastmasters
Clubs, and is currently an Able Toastmaster Gold
(ATMG). He has won contests at Club level and
Area level of the Toastmaster Movement. He is
also a District Trainer of Lions Clubs District
308B1, and has received various recognitions for
his contributions to enhancing lives.
His passion is to help release the full potential of
people and organizations.
As Country Manager of Citicorp Services Inc, he
led his team to win the Best Team Award in Asia
Pacific in 1993. He also receives various personal
recognition for leading and growing the business
in Malaysia, Singapore, Brunei, and Indochina.
In 1997, he was given the additional
responsibility of driving Quality (Six Sigma) and
Customer Service at Asia Pacific level for the
Travel Payment Products Division of Citigroup.

Effective Sales Management

WORKSHOP OUTLINE
DAY 1
8.30am Registration & Light Breakfast
9.00am Course begin

 The Sales Manager: Areas of Expertise
 Models of Sales Team Performance
10.30am-10.45am Tea Break

 Coaching to Increase Sales
 Finding the Right Sales Compensation Plan

DAY 2

1.00pm Lunch
2.00pm Class Begin

 The Sales Plan
3.30pm-3.45pm Tea Break

 The CEO, the Sales Team and the Customer
 Coaching in the Field
5.00pm End of Day 1

8.30am Light Breakfast
9.00am Course begin

 Self-Assessment Tool: Sales Force Motivation &
Management
10.30am-10.45am Tea Break

 Checklist: Are they Intrapreneurial?
1.00pm Lunch
2.00pm Class Begin

 COACHING: IT’S NEVER OVER
Recommended Follow-on Course:* Powerful Presentation
* Leading and Managing Change
* Sales Mastery for Achievers
* The Art of Selling – Selling the SMART way
* Key Account Management
* Personal Success Leadership
* Customer Service and Retention
* Leadership and Management Skills
* Strategic Marketing in a Competitive
Environment
* Team Building and Effective Leadership
* Performance Management and Coaching
* How to be an Effective Trainer

www.comfori.com

 A Leadership Action Agenda
3.30pm-3.45pm Tea Break

 Sales Methodology Audit Surve
 Top Ten Rules for Sales and Marketing
 Success Checks -- Are You in Sync with Your
Customers?
5.00pm End of Day 2

Effective Sales Management

PLEASE COMPLETE THIS FORM AND FAX / SCAN &
EMAIL TO US AT:
03-5621 7790/019-3331440 (ATTN: LUQMAN)
luqman.mustapha@comfori.com
PARTICIPANTS INFORMATION
NAME:_____________________________________
POSITION:_________________________________________
EMAIL:____________________________________________
H/P NUMBER:______________________________________
OFFICE (DIRECT LINE):_____________________________
NAME:_____________________________________
POSITION:_________________________________________
EMAIL:____________________________________________
H/P NUMBER:______________________________________
OFFICE (DIRECT LINE):_____________________________

WORKSHOP VENUE

ISTANA HOTEL, KUALA LUMPUR
Tel : +603 2141.9988
Website: http://www.hotelistana.com.my/
For reservations, please make your bookings directly with the
hotel. To enjoy special room rates, please quote Comfori’s
Workshop on:

SL047: EFFECTIVE SALES MANAGEMENT
(31Oct & 1Nov 2011)
Hotel bills are to be settled by delegates directly wit h the
hotel. Hotel reservations and travel arrangements are the
responsibilities of the registrant. Please note that rooms are
available at a first come first serve basis.

WORKSHOP FEE

NAME:_____________________________________
POSITION:_________________________________________
EMAIL:____________________________________________
H/P NUMBER:______________________________________
OFFICE (DIRECT LINE):_____________________________
NAME:_____________________________________
POSITION:_________________________________________
EMAIL:____________________________________________
H/P NUMBER:______________________________________
OFFICE (DIRECT LINE):_____________________________
COMPANY’S INFORMATION
ORGANIZATION

__________________________________________
APPROVING MANAGER
___________________________________________________
ADDRESS
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
TEL NUMBER
___________________________________________________
FAX NUMBER
___________________________________________________
HR CONTACT
___________________________________________________
SIGNATURE/COMPANY STAMP

RM 2500 / PER PAX

VERY LIMITED SEATS!!
REGISTER 3 PAX ENTITLED FOR 1 PAX FREE!!

MODE OF PAYMENT
Cheque or bank draft in favour of:

COMFORI SDN BHD (581115-T)
E-02-03, East Wing, Subang Square Business Centre
Jalan SS15/4G, 47500,Subang Jaya, Selangor,Malaysia
Tel: +(603) 5621 3630 Fax: +(603) 5638 8248
Website: www.comfori.com

Payment Via:
Cheque by post/courier
Tele Transfer
Deposit Our Account (Please contact us for details)

100% SBL CLAIMABLE
Please note that payments must be received
within 7 days upon issuance of invoice
PSMB: Class A Training Provider (No Siri: 0746)

TERMS & CONDITIONS
Cancellations & Substitutions. All cancellations must be made in writing at least 14 days in advance, and COMFORI SDN. BHD. reserves the right to
charge a RM250 hotel booking fee. Cancellation less than 7 days will be charged the full course fee. Substitutions are welcomed at anytime. However, please
inform us at least 1 day before for preparations of necessary documents. Provided total fee has been paid, payment will be credited towards the rescheduled
dates or to a future program should there be no substitution. No refunds are available for cancellations or postponements. COMFORI SDN. BHD. reserves
the right to cancel or postpone the program due to unforeseen circumstances. Where COMFORI SDN. BHD. Reserves the right to modify or alter the
advertised topics is necessary Certificate of Attendance will be given only after payment is received. Clients who will pay after the event due to late
registrations will be required to submit a Letter of Undertaking as a payment guarantee.


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