SALES EFFECTIVENESS

Negotiating For Success

 

Negotiating For Success program is designed for participants to 

• Appreciate that the prime focus of a negotiator is to achieve a win-win agreement within the framework of organizational requirements 

• Be aware of styles, approaches, and effective practices that can be used in most negotiation situations 

 

2 Days 

Managers in Mid and Senior Management roles 

Simulations, Videos, Case Studies, Classroom Lectures (Online) 

• Introduction:

What is Negotiation? Structure of Negotiation, Criteria for Measuring Successful Negotiators, Key Elements of the Process, Power in Negotiation 

• Effective Communication A Pre-Requisite:

Paraphrasing, Active Listening, Body Language 

• Understanding Conflict:

What is Conflict? Causes of Conflict, Conflict Handling- Problems and Implications, Barriers to Conflict Resolution 

• Role Of Trust:

Trust is a Critical Element in Successful Negotiations 

• Negotiation Styles & Approaches:

5 Styles of Settlement, 8 Approaches to Succeed 

• Preparing For Negotiation:

The Planning Process, Positioning in Negotiating, Relationship Mapping to Identify Key Influenc- ers Identifying Leverage Points, Determining a BATNA 

SIMULATION: Al Kohbair

Participants will use simulations of at least 2 hours duration. They will also use simulations depicting real-life transactions. 

Sreelekha, Ambadi Murugappa 

Very good understanding after responding to this game 

Abinash Pattanayak, KSOM 

I got to know a lot of things from this game like how this is going to be used in the corporate world 

Product-Management

 

The key learning objectives of the program are 

• Appreciate and relate to concepts and various aspects of product management 

• Understand practices with respect to new product development 

• Able to provide key inputs towards pricing strategy 

• Appreciate importance of Product Management as a part of Marketing 

• Be able to relate concepts to application of Product Management 

• Be able to link practices with respect to new product development 

 

3 Days 

Managers in Mid and Senior Management roles

Simulations, Videos, Case Study, Classroom Lecture (Online)   

• Introduction to Product Management 

• Market Research & Analysis 

• Product Ideation & Validation 

• Design Process 

• Product Development & Prioritization 

• Branding & its Impact on Product 

• Pricing and Monetization 

• Go-To-Market Strategy 

• Digital Marketing & Sales Strategy 

• Metrics & Analytics 

• Product Lines & Product Mix 

• Wrap-Up 

 

Consumer Lifetime Value (Reuben’s Lift):

Reuben’s Lift is a simulation based on CLV. The participant will be required to take decisions related to customer acquisition cost in order to stay profitable. This simulation will be played over a simulated timeline of 4 years. 

Amresh Yadav- Engaging simulation with real-life scenario 

Simran Simmi- I enjoyed playing it. It gave me an opportunity to utilize the CLV concepts 

Pricing Strategy (Pricey):

Pricey simulation requires the participants to arrive at a high net present value of net profits by under- standing the cost dynamics and taking appropriate decisions. This simulation played over a simulated timeline of 3 years brings out the best in terms of the participant’s strategic thinking. 

PARTICIPANT FEEDBACK 

Parth Mehul Makwana- Amazing learning experience

Saket Rathi- Nice analysis tool for learning 

Sales Leadership & Sales Force Effectiveness

 

The key learning objectives of the program are 

• Participants will understand how to improve salesforce effectiveness with effective targeting, deployment, execution, engagement and enablement 

• Participants will develop ability to lead a salesforce through impactful hiring and creative engagement of the salesforce 

 

2 Days

Managers in Mid and Senior Management roles

Simulations, Videos, Case Studies, Classroom Lectures (Online) 

• What Is Salesforce Effectiveness 

• Reasons For Diminishing Salesforce Effectiveness 

• Focussing On 5 Critical Components 

• High-value customers 

• Direct resources to high payback options 

• Face time with key accounts 

• Productive interactions 

• Sales support vs cost 

• Key Account Management 

• Sales Organization and Managing Sales Force 

• Designing compensation and incentives for the sales force 

• Evaluation of the sales team 

• Channel management 

• Sales Leadership 

• Creating Purpose 

• Business Acumen 

• Analyzing Context 

• Leading In Style 

• Reaching Out 

• Networking 

• Influencing 

• Building Trust 

• Standing Steadfast 

• Resilience 

• Risk Taking 

• Stress Handling 

• Co-creating Solutions 

• Collaborating 

• Customer Empathy 

• Accepting Feedback 

• Leadership Impact on Salesforce Performance 

 

Channel Sales

Jayesh Dhareshwar, Sundram Fasteners- "Wonderful program with a good insight on the types of Communications, Conflicts, Disputes, Power and influencing, etc Will definitely use for future deals with customers for a fruitful and Win-Win conclusion. Thank you Avishkar and Debasish!! Appreciated!! "

Praveen C Bhatt, Daikin India- Very good exercise. It helps to recognize the character of a person.