PROGRAM 1. How to become an effective salesperson? Your value to customers Why “U” (Understanding) matters 2. How to build up your UPC skills? [Understanding] Active listening Note taking Analyze the 3C’s Use T-shaped approach Sort out ideas [Proposing] Agree for the proposing level Propose with benefits In the competitive situation If the proposal doesn’t work [Closing] Summarize the meeting Test the water Examine the closing level Sales is not just about selling a certain product or service. Sales people are now expected to provide solutions to business problems and proposals that address new market requirements. For 20 years UPC training has been providing just that in Japan, and has expanded in 2010 to include China, Singapore and Thailand. ▶For application and inquiry www.cicombrains.com/en/open_class/idn/20160811.html 11 August, 2016 UPC Sales Training Program for Indonesian Salespeople (1Day Training) Understanding the true needs of clients faster than your competitors. Proposing appropriately and Closing each deal with confidence Instructor Time: 8:30-16:00 Venue: Master of Management, Universitas Gadjah Mada(MMUGM) Jl. Dr. Saharjo No. 83 Tebet Jakarta Selatan Capacity: 25 Admission fee: IDR 2,200,000 (including lunch) Application deadline: 1 August, 2016 *The training will be conducted in Bahasa (Indonesian) Participants (Training is conducted in Indonesian) • Sales Reps (Introductory level) • Customer engineers, IT experts or dealers who need to understand the real needs of customers Contact: Mikiko Katsu, Debby Li E-mail: [email protected] 7F Akihabara Daibiru,1-18-13 Soto-kanda, Chiyoda-ku,Tokyo 101-0021 Japan Phone: (81)(0)3-5294-5576 / Fax: (81)(0)3-5294-5578 Contact: Ryan <[email protected] ; 0813 8911 5504> Intan <[email protected] ; 0813 1818 5458> Program: Master of Management, Universitas Gadjah Mada(MMUGM) Jl. Dr. Saharjo No. 83 Tebet Jakarta Selatan Phone: (62) (21) 83700333, 83700339, 83700340 Fax: (62) (21) 83700372 ■ Inquiry (Japanese and English) Applications from other training firms/competitors will not be accepted. Copyright©CICOM BRAINS Inc. http://www.cicombrains.com Co-hosted by Master of Management, Universitas Gadjah Mada (MMUGM) and CICOM BRAINS Inc. Herman Huang Education MBA IMD Business School, Switzerland / MSc., Electrical Engineering, National University of Singapore, Singapore / BEng., Electrical Engineering, Gadjah Mada University, Indonesia Career He has 12 years of international sales, management training and engineering experience, as well as a deep passion to develop people to their fullest potential. Current After working in the oil and gas field in Indonesia and other ASEAN countries, he joined Shell Technology Ventures where he set up local businesses throughout Asia. He later founded Semesta Energy Services in May 2011 which offers consulting services as well as leadership development for the oil & gas sector. His friendly and practical teaching style has made him a favorite at all levels of management training. He is a certified trainer of UPC as provided by CICOM BRAINS, Inc. 3. How to start a meeting with UPC model? Introduce yourself Set the goal 4. Role plays Universitas Gadjah Mada(MMUGM) of participants responded they would recommend this training program to colleagues. 90 % Participants will receive a certificate of completion from MMUGM after the training.

Co-hosted by Master of Management, Universitas Gadjah Mada

Download PDF Report

Upload
others
View
2
Download
0

Embed Size (px)

Citation preview

Page 1: Co-hosted by Master of Management, Universitas Gadjah Mada

PROGRAM

1. How to become an effective salesperson?Your value to customersWhy “U” (Understanding) matters

2. How to build up your UPC skills?[Understanding] Active listeningNote takingAnalyze the 3C’sUse T-shaped approachSort out ideas[Proposing] Agree for the proposing levelPropose with benefitsIn the competitive situationIf the proposal doesn’t work[Closing] Summarize the meetingTest the waterExamine the closing level

Sales is not just about selling a certain product or service. Sales people are now expected to provide solutions to business problems and proposals that address new market requirements. For 20 years UPC training has been providing just that in Japan, and has expanded in 2010 to include China, Singapore and Thailand.

▶For application and inquiry　www.cicombrains.com/en/open_class/idn/20160811.html

11 August, 2016

UPC Sales Training Program for Indonesian Salespeople (1Day Training)

Understanding the true needs of clients faster than your competitors. Proposing appropriately and Closing each deal with confidence

Instructor

Time: 8:30-16:00Venue: Master of Management, Universitas Gadjah Mada(MMUGM) Jl. Dr. Saharjo No. 83 Tebet Jakarta SelatanCapacity: 25Admission fee: IDR 2,200,000 (including lunch)Application deadline: 1 August, 2016

*The training will be conducted in Bahasa (Indonesian)

Participants (Training is conducted in Indonesian)• Sales Reps (Introductory level)• Customer engineers, IT experts or dealers who need to

understand the real needs of customers

Contact: Mikiko Katsu, Debby LiE-mail: [email protected] Akihabara Daibiru,1-18-13 Soto-kanda, Chiyoda-ku,Tokyo 101-0021 Japan

Phone: (81)(0)3-5294-5576 / Fax: (81)(0)3-5294-5578

Contact: Ryan <[email protected] ; 0813 8911 5504> Intan <[email protected] ; 0813 1818 5458>Program: Master of Management, Universitas Gadjah Mada(MMUGM) Jl. Dr. Saharjo No. 83 Tebet Jakarta SelatanPhone: (62) (21) 83700333, 83700339, 83700340Fax: (62) (21) 83700372

■ Inquiry (Japanese and English)

Applications from other training firms/competitors will not be accepted.

Co-hosted by Master of Management, Universitas Gadjah Mada (MMUGM) and CICOM BRAINS Inc.

Herman HuangEducationMBA IMD Business School, Switzerland / MSc., Electrical Engineering, National University of Singapore, Singapore / BEng., Electrical Engineering, Gadjah Mada University, Indonesia

CareerHe has 12 years of international sales, management training and engineering experience, as well as a deep passion to develop people to their fullest potential.CurrentAfter working in the oil and gas field in Indonesia and other ASEAN countries, he joined Shell Technology Ventures where he set up local businesses throughout Asia. He later founded Semesta Energy Services in May 2011 which offers consulting services as well as leadership development for the oil & gas sector. His friendly and practical teaching style has made him a favorite at all levels of management training. He is a certified trainer of UPC as provided by CICOM BRAINS, Inc.

3. How to start a meeting with UPC model?Introduce yourselfSet the goal

4. Role plays

Universitas Gadjah Mada(MMUGM)

of participants responded they would recommend this training

program to colleagues.90%

Participants will receive a certificate of completion from MMUGM after the training.