STARS 23rd-24th April Westin Mumbai

STARS -Strategically Target & Achieve Record SalesHotel Westin (MUMBAI) 23rd & 24th April, 2015

Youre Renowned Course Trainer

Setting Goals is the first step in turning the invisible into thevisible TONY RIBBONS

Key Take Away & Benefits

Mastering the ability to assess, manage, motivate and develop your sales force to maximize salesexcellence, increase competitiveness and up productivity.

- V4C Professional Trainings.

Kartik Raina Founder of Learning Facilitators,

Ex CEO Dabur Foods. Ex-Managing Director Best Foods International (Unilever Best

foods) Ex- Managing Director - Dr Morepen. Ex-CEO Dalmia Consumer Care. Director, Sales and Marketing for West African operations of Nigerian

Hoechst.

Kartik Raina is an MBA from Jamnalal Bajaj Institute of Management Studies,specilisation in sales & marketing. He began his career with RHL (now Procter &Gamble) in both sales and brand management. He has worked for SmithKlineBeecham (now GlaxoSmithKline) in various roles in sales & brand management.He was head of all India sales as well as Country Manager, Bangladesh. Duringhis tenure at GSK he headed the sales training function in India and alsotraining faculty for 9 countries. He was head of consumer division for FareastMercantile Company, Nigeria where he handed purchase of fish from Iceland,Norway, Faroe Islands and Greenland for sales in Nigeria.

He moved as GM (sales & marketing) for Dabur (India) Ltd initiated their moveto a more professional way of working in their sales and marketing activities.

He was elevated to CEO of Daburs Foods business. He conceived and launchedReal Fruit Juice.He left Dabur to work overseas as the Director, sales and marketing for WestAfrican operations of Nigerian Hoechst and later as Managing Director of CPC(now Unilever Bestfoods) for Sri Lanka and Maldives.On return to India he launched two major brands as Head of the business I.e.Dr. Morepen (As Managing Director )and Chabaaza. From 2005 he has beenrunning his own training and consulting company called Learning Facilitators.

Kartik Raina is a Senior Advisor with YFactor as well helping them to assistcompanies like HUL, Hemas Holding , Bajaj Corp,Tata Motors,Benckiser,Future Group, RPG, Neo Cricket and list goes on.

Few of his Clients:- GSKCH Ghana & Nigeria AIRTEL - Mobility AIRTEL DTH HINDUSTAN UNILEVER TYCO HEALTHCARE (Now Covidien) TATA STEEL TATA CHEMICALS (Salt/Pulses/Gramflour etc.) HCL RAL Ltd. (Nippo Batteries, Nuby & Glide) ABBOTT (INDIA) LTD. ABBOTT (MALAYSIA) LTD. ABBOTT PHARMA - INDIA PETRONAS (Malaysia)

Building and retaining a high-performing sales team

Applying the best sales force management practices in amature Marketplace

Increasing sales performance as a team throughdevelopment of individual sales force

Maximising sales leadership skills

Designing and developing an approach tailored to yourorganization

Implementing sales force development strategies whileavoiding common mistakes

Obtaining the latest techniques that can be applied atdifferent stages of the sales force development

V4C training courses are thoroughly Researchedand structured to provide intense and intimatepractical training to your Organisation.Our format:

Pre-course questionnaires An in-depth tailored programme to address marketconcerns Diverse real life case examples Comprehensive course documentation Interactive roundtable discussions and breakout sessions Practical exercises for each session Opportunity to network with an internationally recognizedtrainer

Pre-course questionnaireTo ensure that you gain maximum benefit from this event, adetailed questionnaire will be sent to you to establish exactlywhat your training needs are. The completed forms will beanalyzed by the course trainer. As a result, we ensure thecourse is delivered at an appropriate level and that relevantissues will be addressed. The comprehensive course materialwill enable you to digest the subject matter in your own time.

Booking Per Delegate at INR 36000 +

Taxes 12.36% .

10% discount on the booking of 3 Pax.

SUN PHARMA CHI Ltd., Lagos, Nigeria HEMAS CONSUMER PRODUCTS

Sri Lanka FONTERRA Sri Lanka (New

Zealand Diary) AMBUJA CEMENTS GSKCH- India GSKCH-Malaysia, Singapore,

Vietnam, Thailand, Indonesia,Philippines, China & Taiwan

COCA-COLA INDIA CANON - INDIA










Hoechst.

















Taxes 12.36% .
















Hoechst.

















Taxes 12.36% .







Secessions for the Days

23rd & 24th April 2015

Registrations at -8.30 am | Course Begins 9.00 am | 10.30 Refreshment Break |11.00 am Course commences |1.00 Pm Networking Luncheon |2.00 pm- Course recommences| 4.00pm 4.15pm Afternoon Refreshments |5.30 Pm Course Concludes

Secessions for Day 1:A. Introduction & Ice BreakerB. Strategic Inputs to Planning

i. Market Sizing/Potential Estimationii. Competitive Analysis Size, Go To Market Models, Strategies, Recent

Trends of sales/M.S.iii. Targeting the Pie of the Market Segments aimed at, Channel:Product

Matrix, Geographical Priorities (Ansoff Matrix)iv. Assessing the Resource Requirement Availability vs Requirement,

Sources, Costs, Time required.v. Qualitative Parameters Management/Ownership Aspirations, Vision

etc.vi. Talent Requirement Available vs Required, Buy vs Develop,

Acquisition/Retention parametersC. Alignment of Team

i. Clarity of Targets WHAT is to be done by whom, Commonality ofVocabulary, Target Currency, Method(s) pf Tracking/Measurement

ii. Ownership of Targets WHY is it to be done ie. Logic, Assumptions,WIIFM factor (Whats In It For Me !!).

Secessions for Day 2:A. First session is of recap of the previous day, followed by

questions/clarificationsB. We then move to the stage called Help & Hinder. In this section :

iii. Participants will be put into Groups.iv. Each group will debate the 3 questions :

1. What behaviours & systems, in their experience, help theprocesses of target setting discussed on the previous day.

2. What behaviours & systems, in their experience, hinder theprocesses of target setting discussed on the previous day.

3. What way do we ensure the help factors are encouraged and thehinder factors discouraged.

v. Each group will then present their findings and we shall discuss thepresentations in the plenary.

vi. Trainer shall then summarize and close this session.C. The next section is called Making it Happen. This will be in 2 parts :

i. Methodology of Achievement - HOW is it to be done Sales Strategy,Selling Stories, Resource Utilization, Obstacles Assessment, LikelyConflicts with Channel Partners & their resolution, Escalation Policy,Financial Implications, Incentive Plans, Use of Technology.

ii. The Enabling Conditions this will include :1. Design, Launch & Review details of the Route to market.2. Aligning Channel Relationships including Channel Development.3. Designing the role of Strategic Accounts in delivering sales

numbers and building brand equity.D. The final module will be the skills required for successful working :

i. Creating and operating an MBO system of Evaluation. Here we willalso cover the growing role of Data Analytics including Technology.

ii. Negotiating skills. Here, we will also be doing individualassessments of participants negotiation styles based on a pre-workquestionnaire. Each participant will receive a written evaluation ofhis/her negotiation style and suggestions to strengthen it.

iii. The value of Coaching & Counseling in improving performance.

PEDAGOGY: Pedagogy will include ppts, discussions, exercises individual & group.

Videos and role plays. For certain sessions we shall invite corporate professionals to share their

experiences and interact with the Participants.

Who should attend

Vice Presidents, Directors, GMs, Regional Managers, Managersin:

Retail Sales Sales Marketing Key Account Business Development Channel Marketing Promotion Marketing Trade Marketing

From: Sectors

From across all Industries

Why you cannot miss this event

As the world recovers from the GFC, companies are feelingmore confident about business and profits. While somecompanies are looking at expanding their business, some areonly beginning to show a nice surplus on their P&L statements.Whichever position your company is in, board members areplacing higher expectations on financial returns and thestressful job of bringing in revenue falls onto the SALES FORCE.The importance of having the right people performing the righttasks and saying the right things to your clients and prospectsare paramount. Additionally the responsibility to manage agroup of sales professionals has become increasingly difficult.Unlike other leadership roles within an organisation, the salesleader needs to not only manage time and activities - they alsoneed to motivate, mentor, coach, inspire, teach and mostimportantly drive two of the most crucial numbers to anycompany; revenue and profit margins.This two day training is designed for the sales professionalsthat find themselves in the crucial role of bringing trueleadership and excellence to a sales organisation.Those who are responsible for revenue and margins need to beproviding the right strategies, monitoring the requiredactivities, expecting optimum performance from every teammember and understanding your sales force so that they canbe managed effectively.This training will provide you with practical guidance on howto become the best sales manager, allow your success toimprove the performance of the organization and develop theequivalent sales leaders afterwards.

Conducted Seminar & has been Mainline trainer for followingEvents:-

Effective Channel Management Marcus Evans Pvt Limited(2011)

Advanced Channel Management Marcus Evans Pvt Limited(2012)

Strategic Dimensions of Value Chain for SustainableDevelopment" UGC National Seminar

Rural Marketing Strategies Rural Networks Pvt Ltd Effective Negotiation Skills - Negotiating for Success

Management Talk Amity University Summit Amity University & Plenty More

Conferences etc & Many More Global Conferences

He has also been visiting faculty at various Management schoolsincluding:- IIFT, New Delhi IIM, Ahmedabad SP Jain Institute, Mumbai, Singapore and Dubai campuses IMT, Ghaziabad and Dubai IBS, Hyderabad IMI, New Delhi

Sales ContractPlease complete this form and send it immediately to

Malika ShettyTel no: +91 22 66739054 / 9820660334

Name: ________________________________________Position: ______________________________________Email Id: ______________________________________Mobile:_______________________________________Name: ________________________________________Position: ______________________________________Email Id: ______________________________________Mobile: _______________________________________Name: ________________________________________Position: ______________________________________Email Id: ______________________________________Mobile: ______________________________________Organization: __________________________________Address: ___________________________________________________________________________________Town: ______________State:_____________________Pin code: _________Tel:___________Fax:__________Nature of business: _____________________________Company size: ________________________________

AuthorizationSignatory must be authorized to sign on behalf of organization.Name: _______________________________________Position: _____________________________________Signature: ____________________Date:___________

FeeProfessional Training fee @ INR 36000 + Service tax12.36%per delegate.Premier Plus - Bring 3 or more delegates to this event andbenefit from a 10% SAVINGS off the regular price."Where applicable, clients shall deduct the appropriate TaxDeducted at Source (TDS) at the time of payment andshould thereafter furnish us the Tax Deducted at SourceCertificate within one month from the end of the monthduring which tax is deducted. All options inclusive ofcourse papers, luncheon, refreshments & service.

Indemnity: Should for any reason outside the control of V4C Trainings &Conferences training, the venue or speakers change, or the event be cancelled dueto an act of terrorism, extreme weather conditions or industrialV4C Trainings & Conferences training shall endeavor to reschedule but the clienthereby indemnifies and holds V4C Trainings & Conferences training harmless fromand against any and all costs, damages and expenses, including attorneys fees,which are incurred by the client. The construction, validity and performance of thisAgreement shall be governed in all respects by the laws of India to the exclusivejurisdiction of whose Courts the Parties hereby agree to submitFor Further Details ContactJay Nair Tel no: +91 22 66739053 / 8097171301Email- [email protected]

Register nowContact Sales at V4C Trainings

Tel no: +91 22 66739054Cell no: +91 9820660334

Email: [email protected]

Date: 23rd & 24th April, 2015 (Mumbai)

Venue- The Westin Garden City Mumbai

Hotel AccommodationAccommodation is not included in the training fee. To reserveaccommodation at the venue contact us at +918097171301

V4C Trainings & Conferences :Office No 902,Mayuresh Cosmos,Sector 11, CBD Belapur,Navi Mumbai, Maharashtra, India.Pin code 400614Email: [email protected]

Payment MethodPayment is required within 5 days on receipt of invoice.

Credit Card:Please debit my Visa MasterCard Amex DinersCard Holders name: ___________________________Card number:Security number:Signature: _________________Expiry Date: ___________

Confirmation Details: After receiving payment a receipt will be issued. If you do notreceive a letter outlining joining details two weeks prior to the event, please contactthe training coordinator at V4C Trainings & Conferences

Terms & Conditions:1. Fees are in inclusive of programme materials and refreshments.2. Payment Terms: Following completion and return of the registration form, full payment is required within5 days from receipt of invoice. PLEASE NOTE: payment must be received prior to the conference or trainingsdate. A receipt will be issued on payment. Due to limited conference space, we advise early registration toavoid disappointment. A 50% cancellation fee will be charged under the terms outlined below. We reservethe right to refuse admission if payment is not received on time. Unless otherwise stated on the bookingform, payment must be made in pounds sterling.3. Cancellation/Substitution: Provided the total fee has been paid, substitutions at no extra charge up to 14days before the event are allowed. Substitutions between 14 days and the date of the event will be allowedsubject to an administration fee of equal to 10% of the total fee that is to be transferred. Otherwise allbookings carry a 50% cancellation liability immediately after a signed sales contract has been received byV4C Trainings & Conferences (as defined above) Cancellations must be received in writing by mail or fax four(4) weeks before the conference is to be held in order to obtain a full credit for any future V4C Trainings &Conferences conference. Thereafter, the full conference fee is payable and is non-refundable. The servicecharge is completely non-refundable and non-creditable. Payment terms are five days and payment must bemade prior to the start of the conference. Non-payment or non-attendance does not constitute cancellation.By signing this contract, the client agrees that in case of dispute or cancellation of this contract that V4CTrainings & Conferences will not be able to mitigate its losses for any less than 50% of the total contractvalue. If, for any reason, V4C Trainings & Conferences decides to cancel or postpone this conference, V4CTrainings & Conferences is not responsible for covering airfare, hotel, or other travel costs incurred by clients.The conference fee will not be refunded, but can be credited to a future conference. Event programmecontent is subject to change without notice.4. Copyright etc.: All intellectual property rights in all materials produced or distributed by V4C Trainings &Conferences in connection with this event is expressly reserved and any unauthorized duplication,publication or distribution is prohibited.5. Client information is kept on V4C Trainings & Conferencess company database and used by V4C Trainings& Conferences to assist in providing selected products and services which may be of interest to the Clientand which will be communicated by letter, phone, fax,(Inc. automatic dialing) email or other electronicmeans. For training and security purposes telephone calls maybe recorded.6. Important note: While every reasonable effort will be made to adhere to the advertised package, V4CTrainings & Conferences reserves the right to change event dates, sites or location or omit event features, ormerge the event with another event, as it deems necessary without penalty and in such situations norefunds, part refunds or alternative offers shall be made. In the event that V4C Trainings & Conferencespermanently cancels the event for any reason whatsoever, (including, but not limited to any force majoroccurrence) and provided that the event is not postponed to a later date nor is merged with another event,the Client shall receive a credit note for the amount that the Client has paid to such permanently cancelledevent, valid for up to one year to be used at another V4C Trainings & Conferences event. No refunds, partrefunds or alternative offers shall be made.7. Governing law: This Agreement shall be governed and construed in accordance with the law of India andthe parties submit to the exclusive jurisdiction of the Indian Constitution in Delhi. However V4C Trainings &Conferences only is entitled to waive this right and submit to the jurisdiction of the courts in which the Clientsoffice is located.


PLEASE WRITE IN BLOCK LETTERS








Tel no: +91 22 66739054Cell no: +91 9820660334



















Tel no: +91 22 66739054Cell no: +91 9820660334












Documents

STARS 23rd-24th April Westin Mumbai