sales leadership - ibs), hyderabad · challenges of sales leadership and find solutions by...
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H Y D E R A B A D
A constituent of ICFAI Foundation for Higher Education(Deemed to be University U\S 3 of the UGC Act, 1956)
Workshop on
Sales Leadershipfor Middle Level Managers
September 11-12, 2015
Develop your Family Businesses
CENTER FOR MANAGEMENT DEVELOPMENT (CMD)IBS HYDERABADDontanapalli Campus, Shankerpalli RoadHyderabad – 501 203.Website: www.ibsindia.org/ibshyderabad.org www.ibshyderabad.org
rganizations that thrive on retaining Ocompetitive edge need to focus on nurturing result-oriented sales leaders who must be willing to adapt to the new market realities. Reasons are multi-fold. For instance, Sales force in a company may found to be unclear about their company's priorities or strategy i.e., messaging, products/services, value proposition, and target customers. The role of sales managers has become dynamic as most of the organizations are implementing 'flat' organizational structure; where in the sales
managers are an essential link between company strategy and customers. It has become important to Sales managers to not only internalize the corporate vision but be able to communicate it to the sales force in terms of its effects on sales best practices and customers. Hence, companies that are working towards re-establishing customer orientation, building sales partnerships with a deliberate approach to selling, need to prioritize Sales productivity as a strategic issue. Effective Sales Leadership is the only way to achieve this objective.
Target Audience
This programme is proposed to equip middle managers who are responsible for executing and delivering
results through their Sales team. Team leaders, supervisors, assistant managers, deputy managers and
Executives from education, entertainment, technology, finance/insurance/banking/professional services,
industrial engineering/manufacturing, defense, oil & gas, pharmaceuticals, healthcare/hospitals, retail,
consumer durables & electronics, Paints industry, mobile phone service providers, DTH service providers, Soft
Luggage Industry etc. would benefit by attending this programme.
Learning Objectives
Learning Outcomes
The participants would equip with:
«Plans for execution
«Design execution
«Execution orientation for
success of sales team.
Participation/Activities
The programme is designed to engage all
participants actively in order to understand the
Challenges of Sales Leadership and find solutions
by participating in:
«Role-plays
«In-basket exercises
«Group discussion
«Case studies.
Dates
September 11-12, 2015
Venue
Centrally located 3 Star Hotel in Hyderabad
Duration
The programme holds the participants for
duration of 6-7 hours each day, spread over two
days
Programme Content
The workshop structure includes themes such as:
«Know yourself and know your rivals
«If you fail to plan, you have planned to fail
«Rapidly changing face of a Sales Leader
«What Makes A Great Sales Leader?
«Experience triumph in body, mind, and sou.l
Certificate for Participants
The Center for Management Development, IBS
Hyderabad, IFHE Hyderabad (Deemed University)
would award the participants with a Certificate of
participation on the completion of the
programme.
Programme Fee
«Single Participant Rs.10,000/- + 14% Service
tax
«Two or more participants from the same
organization would be given 10% discount.
The programme fee is inclusive of study material,
lunch, and tea during the workshop.
The workshop aims at sensitizing the audience to:
«Analyze Business Environment
«Draw inference about Business Environment -
Industry trend changes, Changes in Consumer
buying behavior, Micro and Macro Economic
Environment, Market and Competition
Mapping
«Collating & Compiling Market MIS, Coaching
team members to analyze MIS
«Localization of Business Strategy to Sales
strategy
«Sales Leadership Execution.
Payment Mode
Preferred mode of payment is Netbanking. (For any other mode of payment – such as DD, please kindly mail to:
Details for Fund Transfer through NET / ONLINE banking:
HDFC Current A/c No: 05212000004843
Bank & Branch: HDFC Bank, Banjara Hills Branch, Hyderabad
A/c Holder's Name: IBS Hyderabad
Swift Code: HDFCINBBXXX
RTGS/NEFT Code: HDFC0000521
Note: 1. While making online transaction, kindly mention “<your name> SLT FEE” (e.g. Vinay SLT FEE)st2. A duly filled registration form along with the fee must reach us by August 31 2015. A scanned
copy of the registration and demand draft/online payment receipt should also be sent to
About IBS Hyderabad
Icfai Business School (IBS), Hyderabad is a
constituent of IFHE (Icfai Foundation for Higher
Education), a Deemed University, declared by the
UGC. It has been ranking among the top business
schools in India, consistently for the past few
years.
The School has been re-accredited by SAQS
(South Asian Quality Standards) till 2018, rated
A** by CRISIL, Eb2 IN by ICRA and as an
“Excellent” Business School by Eduniversal. The
school has excellent Case Research Center which
has a repository of 4000+ cases covering all areas
of management. Some of the IIMs and leading
business schools in India and abroad use the
cases developed by the Institute.
Apart from contributing to regular courses
leading to degree, our faculty members also
undertake consultancy, research, deliver MDPs to
executives. The institute holds International
Conferences in all areas of management. The
institute offers Ph.D degree programme which is
rigorous and known for its high quality inputs. IBS
Hyderabad has state of art infrastructure at its
campus spread across 94 acres located near
Shankarpalli, Hyderabad. The School offers BBA,
MBA and Ph.D programs.
Center for Management Development (CMD)
The Center for Management Development, a
Center at IBS, Hyderabad, is aimed at delivering
quality services to industry and academia in
terms of training and consulting. Our CMD
activities include Management Development
Programs, Faculty Development Programs,
Executive MBA and Consultancy in core
management areas. The MDPs/FDPs are offered
as open programs or in-company/institute-
specific. Open programs are for participants from
any organization. In-company/institute-specific
programs are tailor-made as per the requirement
of specific companies/institutes.
Our Programs are conducted as residential or
non-residential; at the IBS campus or at a chosen
location by the client. We have a strong team of
around 150 faculty members with skills in many
contemporary areas of management.
Program Directors
Dr. Hyma. Ch. is a Faculty Member with IBS
Hyderabad, a constituent of IFHE Hyderabad,
where she teaches Marketing Management and
Business Strategy to the MBA students. She has
16 years of experience spread across Teaching,
Training, Research and Consulting. Her areas of
teaching interest are Marketing, Business
Strategy, Organizational Behavior, and Human
Resource Management. She has published
research articles, Book Reviews, case studies in
referred International and National journals and
magazines. She has conducted training for
corporate executives, organized workshops and
FDPs on various Management Disciplines and has
participated in many International, National
conferences and seminars.
Prof. Gopal Krishna. A., He is adjunct Professor at
IBS Hyderabad, and Director & Head OEM
Business - Skyworth India Electronics Pvt. Ltd.,
Hyderabad, 100% wholly owned subsidiary of
Skyworth Overseas Development Co. Ltd.,
Shenzhen, China. He has around 31 years of
professional experience in national and
international consumer goods, consumer
durable & consumer electronics industry with
best known national & MNC brands-viz- Voltas,
BPL, Daewoo, TCL, Haiyuan and Skyworth. He has
been conducting Management Development
Programmes for Senior Cadre Officers of Indian
Railways, Intelligroup, AP Productivity Council,
Tata Projects, Lohia Edible Oil Industries Pvt. Ltd
(Gold Drop double refined oil)., etc.,
Contact
Dr. Hyma. Ch.
Assistant Professor – Marketing & Strategy
IBS Hyderabad
Mobile: +91 99482 04109
e-mail: [email protected]
Prof. A. Gopal KrishnaAdjunct Professor,
IBS Hyderabad
Mobile No: +91 8790 1 11 729
e-mail: [email protected]
IBS Hyderabad
IFHE University, Dontanpalli, Shankerpalli Road, Hyderabad -501203 (Telangana) India.
Tel: +91-8417-236661 to 63, Extn. No.5206
Websites: www.ifheindia.org, www.ibsindia.org
H Y D E R A B A D
A constituent of ICFAI Foundation for Higher Education(Deemed to be University U\S 3 of the UGC Act, 1956)