Program on Enhancing Sales Performance through Effective Leadership

Transcription

1 Program on Enhancing Sales Performance through Effective Leadership June 20-24, 2016 ADMINISTRATIVE STAFF COLLEGE OF INDIA

2 ABOUT THE PROGRAM Sales managers face several challenges, selling value to customers, improving the quality of leads for better conversion, hiring right talent, motivating and training sales executives, using technology and effective coordination between marketing and sales teams. Sales productivity has gained higher prominence as organizations strive to achieve enhanced performance through tried-and true methods such as clear target setting, transparent metrics, robust sales mechanism and technical support systems. The results of transaction based tactics do not translate into significant core competencies for the organization and have short-lived positive outcomes. Today's sales leaders have to address two key areas: Managing the sales process to create value and leading salespeople. The focus of this program will be on enhancing performance parameters for sales managers by effectively using inspirational and collaborative leadership to create and deliver value to end customers. The program was well received earlier with nominations from Middle and Senior marketing and sales managers from organizations such as Banks: Bank of Baroda, Corporation Bank, Punjab National Bank, J and K Bank, UCO Bank, Central Bank of India, Karur Vysya Bank and Federal Bank. Insurance: LIC of India Manufacturing Companies: Orient Cement Ltd, Singer (Srilanka), Akzonoble (Srilanka), Mehta group of Companies, Infres Methodix, Srinivasa Hatcheries, Vijaynagar Biotech, Srikara Parenterals, Mysore Sales International Ltd, Nippon Paints, LT foods, Balaji Electro Controls Pvt Ltd, and Tide Water Oil Co. Ltd, Goodricke group, Fertilizer Marketing: KRIBHCO ltd OBJECTIVE This program is designed for sales managers to strengthen the overall effectiveness of sales managers in performing their roles by providing deeper insights into the sales/ marketing functions and leveraging on the human capital in the sales team. CONTENT Ÿ Performance driven sales management Ÿ Understanding customer needs and assessing competition Ÿ Creating value for the customer Ÿ Developing customer focused strategies Ÿ Effective structuring of sales force including territory design, and quota allocations Ÿ Sales team motivation, coaching and performance management techniques Ÿ Understand how technology enhances sales force effectiveness Ÿ Sales negotiation skills Ÿ Developing metrics and tracking sales performance FACULTY Experienced faculty from the ASCI pool and skilled practicing managers from the corporate sector. TARGET MANAGERS' PROFILE The program is designed for middle and senior level managers engaged in management of sales function or about to assume such responsibilities at corporate, zonal, regional or branch level, promoters of start-ups and family businesses. Marketing and commercial managers responsible for revenues and field level sales, retail and category managers, heads of business units, CEOs of small and medium enterprises. The program is suitable for zonal managers, regional heads, state heads etc. Organisational sponsorship is essential PEDAGOGY A combination of lectures, case studies, and practice sessions using exercises in a vibrant learning atmosphere. In-class discussions with experts and other participants will enable quick understanding of concepts and help application of tools in sales management.

3 VENUE The program is fully residential and participants will be accommodated in air-conditioned single rooms. The college does not provide accommodation for family. Airport/railway station transfers will be provided. The college is Wi-Fi enabled in a comprehensive way. DURATION The program duration is five days starting from Monday June 20, 2016 to Friday June 24, The participants are expected to arrive a day before the commencement and may leave after the conclusion of the program. PROGRAM FEE Rs. 54,000/- (US $1840 for foreigners) plus applicable Service Tax per participant will be charged to cover tuition, board and lodging, courseware (in electronic form) and other facilities of the College including internet usage. Rs.46,500/- plus applicable Service Tax will be charged per Indian participant not availing hostel accommodation to cover tuition, course ware (in electronic form) working lunch and other facilities of the College including internet usage. A discount of 10% on the Program fee for three or more participants from the same organisation will be given, provided the payment is made in to our Bank account before Friday, June 17, Bank details are given below. For Foreign Participants: Receiver's Bank of America, New York (SWIFT: BOFAUS3N) Correspondent Bank Via Chips ABA 0959 for Account UID Via Fedwire For Credit of State Bank of Hyderabad, Treasury Department, Mumbai, India, SWIFT BIC SBHYINBB002Nostro A/c No Ultimate Beneficiary Administrative Staff College of India, Account No ,State Bank of Hyderabad, Bellavista, Raj Bhavan Road Branch, Hyderabad. For Indian Participants : Bank Particulars Bank Name State Bank of Hyderabad Address line , Ist floor, A Block Address line 2 Raj Bhavan Road Branch, (Bellavista) Address line 3 Hyderabad Beneficiary Account Name Administrative Staff College of India Bank Account Number Bank MICR No NEFT IFSC Code SBHY Note: Details of Bank / Wire transfer may be sent to fo@asci.org.in for confirmation. MEDICAL INSURANCE The nominees are requested to carry with them the proof of Medical Insurance. The sponsoring agency is required to endorse the nominee's medical coverage in the event of hospitalization. LAST DATE FOR NOMINATION Please use the prescribed/attached form. Last date is June 06, Kindly contact Mrs P Mahalaxmi, Programs Officer for further details (contact details are given at the end of the nomination form). LAST DATE FOR WITHDRAWAL June 13, Any withdrawals after this date will entail forfeiture of the fee paid. ASCI ALUMNI ASSOCIATION Participants of the college programs will automatically become members of the ASCI alumni association CERTIFICATE OF PARTICIPATION The college issues a Certificate of Participation on conclusion of the program. Program Director Dr. Shahaida P Associate Professor and Chairperson-Marketing Area - shahaida@asci.org.in,

4 ASCI MANAGEMENT DEVELOPMENT PROGRAMS FOR MANAGEMENT DEVELOPMENT PROGRAMS Social Impact Assessment 28-Apr Apr-2016 CSR - Need Assessment to Impact Assessment 20-Jun Jun-2016 General Management Program for SEC Jul Aug-2016 Index Insurance-Concepts, Design and Implementation 18-Aug Aug-2016 Advanced Management Program Empowering Proven Leaders 22-Aug Sep-2016 to Drive Strategic Renewal for Sustainable Growth (Study Tour to Milan, Zurich, Paris) 19-Sep Sep-2016 Effective Land Acquisition, Resettlement & Rehabilitation (LARR) 26-Sep Sep-2016 Ethics & Values in Administration 3-Oct Oct-2016 GMP for Middle Level Executives 17-Oct Oct-2016 Study Tour 22-Oct Oct-2016 Program for Young Managers 12-Dec Dec-2016 International Program on Improved Management of LARR 9-Jan Jan-2017 General Management Program for SEC Jan Feb-2017 MDP for Women Executives 16-Jan Jan-2017 Leadership & Performance Management 6-Feb Feb-2017 Empowering to Lead: Skill Enhancement Program 20-Feb Feb-2017 for Young Women Professionals (N) Ethical Leadership in Public Governance 6-Mar Mar-2017 ECONOMICS Financial Systems, Management and Accountability in Government 8-Aug Aug-2016 Participatory Planning: Challenges, Issues and Implementation (N) 21-Nov Nov-2016 ENERGY Regulating Electricity Tariffs and Related Issues 27-Jun Jul-2016 Electricity Distribution Management 30-Jan Feb-2017 ENVIRONMENT Environmental Impact Assessment for Projects 13-Jun Jun-2016 EIA and EMP for Ports & Harbour 26-Sep Sep-2016 EIA and EMP for Mining Projects 6-Feb Feb-2017 FINANCE Project Appraisal and Financing 8-Aug Aug-2016 Finance for Non-Finance Executives 21-Nov Nov-2016 Financial Decision Making for Managers 19-Dec Dec-2016 Advanced Financial Management 23-Jan Jan-2017 Strategies for Cost Leadership 30-Jan Feb-2017 Corporate Valuation & Due Diligence 6-Feb Feb-2017 Business Collaborations - Strategic Alliances, 13-Feb Feb-2017 Joint Ventures and Acquisitions Business Risk Management 27-Feb Mar-2017 HEALTHCARE MANAGEMENT The Essence of Hospitals (N) 23-Jan Jan-2017 HUMAN RESOURCE MANAGEMENT Leadership Training (N) 13-Jun Jun-2016 Enhancing Managerial Effectiveness 11-Jul Jul-2016 Business Analytics & Organizational Performance (N) 27-Jun Jun-2016 Leadership Through Self-Discovery 18-Jul Jul-2016 Building Competencies for Leadership 18-Jul Jul-2016 Good Governance and Sustainability through HR Practices 1-Aug Aug-2016 Transactional Analysis for Interpersonal Effectiveness 8-Aug Aug-2016 Leadership Skills Development 8-Aug Aug-2016 Balanced Score Card - An Organizational Performance Tool (N) 8-Sep Sep-2016 Effective Trade Union Management 12-Sep Sep-2016 Conflict Management and Negotiation Skills 15-Sep Sep-2016 Unleashing Leadership Potential (N) 19-Sep Sep-2016 Personal Effectiveness 3-Oct Oct-2016 H R Audit 13-Oct Oct-2016 Building High Performance in Organizations through Work Life Balance 17-Oct Oct-2016 Leading with Emotional Intelligence 24-Oct Oct-2016 Capacity Building for Prosecution Officers (N) 31-Oct Nov-2016 Effective Learning and Development 7-Nov Nov-2016 Improving Work Culture 14-Nov Nov-2016 Capacity Building & Leadership Training for 14-Nov Nov-2016 Senior Officials of Governments (Study Tour with International Component) (N) 19-Nov Nov-2016 Leadership Engagement & Development (N) 21-Nov Nov-2016 Individual Excellence for Organizational Effectiveness 28-Nov Dec-2016 Abhivyakti - Building Personality and Managing Stress 5-Dec Dec-2016 using Stories and Theatre Practices (N) Strategic Leadership & Change Management 5-Dec Dec-2016 Positive Organizational Behaviour (N) 12-Dec Dec-2016 HRM for Line Managers 12-Dec Dec-2016 Leadership Skills Development 19-Dec Dec-2016 Values Driven Leadership 5-Jan Jan-2017 Communication Skills for Managers 16-Jan Jan-2017 Building and Leading Effective Teams 6-Feb Feb-2017 Mentoring & Coaching : Developing Future Leaders 6-Feb Feb-2017 Strategic Human Resource Management 13-Feb Feb-2017 Managing Creativity and Innovation 20-Feb Feb-2017 Strategic Human Resource Management 27-Feb Mar-2017 (Study Tour with International Component) 4-Mar Mar-2017 Decision Making for Effective Leadership 27-Feb Mar-2017 Human Factors in Workplace Safety (N) 13-Mar Mar-2017 HUMAN DEVELOPMENT Empowering Hospital Administrators with Management Skills 2-May May-2016 in Turbulent Times Risk Management, Quality and Audit in Hospitals 15-Dec Dec-2016 Empowering Hospital Administrators with 5-Jan Jan-2017 Management Skills in Turbulent Times INFORMATION TECHNOLOGY e-procurement 27-Jun Jun-2016 Leveraging Big Data and Analytics in the Banking, 7-Nov Nov-2016 Financial Services and Insurance Sector (N) Design Thinking (N) 5-Dec Dec-2016 IT Enabled Knowledge Management 23-Jan Jan-2017 e-learning and Digital Education 20-Mar Mar-2017 INFRASTRUCTURE Urban Futures Planning with International Component 11-Jul Jul-2016 Urban Infrastructure Project Preparation and Management 11-Aug Aug-2016 Homes for All - Attaining National Agenda 20-Oct Oct-2016 Urban Infrastructure Project Preparation and Management 9-Jan Jan-2017 Urban Apps Global Urban Applications with International Component 26-Feb Mar-2017 INNOVATION AND TECHNOLOGY Managing Strategic Innovation 5-Dec Dec-2016 Strategic R & D 12-Dec Dec-2016 MARKETING Enhancing Sales Performance through Effective Leadership 20-Jun Jun-2016 Creating and Managing Digital Presence 27-Jun Jun-2016 Strategic Brand Management 19-Sep Sep-2016 Enhancing Sales Performance through Effective Leadership 21-Nov Nov-2016 Excellence in Design and Delivery of Public Service 5-Dec Dec-2016 Creating Social Value through Corporate Social Responsibility 9-Jan Jan-2017 OPERATIONS Procurement Procedures for World Bank Aided Projects 11-Jul Jul-2016 Inventory Management 25-Jul Jul-2016 Project and Contract Management 29-Aug Sep-2016 Procurement Procedures for World Bank Aided Projects 07-Nov Nov-2016 Materials and Supply Chain Management 28-Nov Dec-2016 Project and Contract Management 16-Jan Jan-2017 Procurement Procedures for World Bank Aided Projects 13-Feb Feb-2017 PUBLIC POLICY GOVERNANCE AND PERFORMANCE Translating Entrepreneurship to Enterprise 23-Jan Jan-2017 STRATEGIC MANAGEMENT Developing Strategic Mindset for Functional Managers (N) 20-Jun Jun-2016 Strategic Agility under Uncertainty (N) 20-Jul Jul-2016 Corporate Governance in India : Strategic and Legal Perspective (N) 18-Aug Aug-2016 Creating Progressive Boards (N) 22-Aug Aug-2016 Strategies for Organizational Growth (N) 7-Nov Nov-2016 Developing Strategic Initiatives (N) 14-Nov Nov-2016 Linking HR to Strategy for Organisational 30-Jan Feb-2017 Effectiveness for Top and Senior Management (N) Driving Performance through Transformational Leadership (N) 20-Feb Feb-2017 URBAN GOVERNANCE Training program on Smart Cities 25-Apr Apr-2016 Study Tour to Barcelona and Amsterdam 27-Apr May-2016 Change Management for Achieving continuous 6-Jun Jun-2016 Water Supply (24/7) for all in Urban Areas Integrated Solid Waste Management 11-Jul Jul-2016 Public Private Partnership in Urban Infrastructure & Service Delivery 22-Aug Aug-2016 International Training program on Smart Cities - 29-Sep Oct-206 (India & Barcelona, Amsterdam) - 10 days International Certification program - Change Management for 28-Nov Dec-2016 Achieving Continuous Water Supply for All in Urban Areas - (India & Tel Aviv & Jerusalem in Israel) Towards Universal Sanitation in Urban Areas 19-Jan Jan-2017 Public Private Partnership in Urban Infrastructure & Service Delivery 6-Feb Feb-2017 Integrated Solid Waste Management 9-Mar Mar-2017 Long Duration Program Business Management for Armed Force Officers 6-Jun Nov-2016 ICP - WX Phase I at ASCI, Hyderabad ICP - WX 2016 Phase II, Faculty of Economics, 5-Sep Sep-2016 University of Ljubljana, (FELU) Slovenia Administrative Staff College of India Bella Vista, Raj Bhavan Road, Khairatabad, Hyderabad , India. Telefax (Programs Office) : Phone : , Mobile: Fax : , poffice@asci.org.in Delhi Campus C-24, Institutional Area South of IIT, Behind Qutub Hotel New Delhi Phone Nos: , ,

5 ADMINISTRATIVE STAFF COLLEGE OF INDIA Bella Vista, Raj Bhavan Road, Hyderabad , India Ph: Lines, , (Direct) Telefax: (P. Office) Fax: , poffice@asci.org.in, URL: Dr. Shahaida P March 22, 2016 Program Director Dear Sir/Madam, Program on Enhancing Sales Performance through Effective Leadership June 20-24, 2016 I am happy to inform you about ASCI's forthcoming Management Development Program on Enhancing Sales Performance through Effective Leadership. The program starts on Monday, June 20, 2016 and will end on Friday, June 24, 2016 at 1800 hours. This program is designed for sales managers to strengthen the overall effectiveness of sales managers in performing their roles by providing deeper insights into the sales/ marketing functions and leveraging on the human capital in the sales team. The program is designed for: Middle managers directly engaged in the management of the sales function or about to assume such responsibilities at the corporate, regional or branch level. This program offers immense learning value which your organization cannot miss. If you need any further information, you may kindly contact me (at Phone : , Mobile: shahaida@asci.org.in) or Programs Officer (at Phone No: , Fax: , poffice@asci.org.in) Please note that the nominees are requested to carry with them the proof of Medical Insurance. The Sponsoring Agency is required to endorse the nominee's medical coverage in the event of hospitalization. Thanking you Yours faithfully, (Shahaida P) Encl: Brochure and Nomination Form

6 Nominee s Personal Information : ADMINISTRATIVE STAFF COLLEGE OF INDIA Bella Vista, Raj Bhavan Road, Hyderabad , India Nomination Form Program on Enhancing Sales Performance through Effective Leadership (June 20 24, 2016) Name : Date of Birth : Designation : Organisation : Address : Phone(s) : (Off) : (Mobile) : Home : Fax : Education : Training Programs Attended : Nominee s Career Profile Organisation Position Responsibility No. of Years Expectations from the program : Medical Insurance : Name of the Insurance Agency Policy Number Validity upto Note: Coverage should be available in Hyderabad, India. Amount Payable : Instrument Number : Name of the Bank : Mode of Payment (DD/Chq) : Date of Instrument : Signature of the Sponsoring Authority : Name : Designation : Date : NOTE : Forward nomination form to: Mrs. P. Mahalaxmi, Programs Officer, Administrative Staff College of India, Bella Vista, Hyderabad Phone: , , Mobile: , Telefax: , Fax: , poffice@asci.org.in