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STARS -Strategically Target & Achieve Record Sales

Hotel Westin (MUMBAI) 23rd & 24th April, 2015


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

- V4C Professional Trainings.

Booking Per Delegate at INR 36000 +

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

Taxes 12.36% .
10% discount on the booking of 3 Pax.
Youre Renowned Course Trainer
Kartik Raina Founder of Learning Facilitators,
Ex CEO Dabur Foods.
Ex-Managing Director Best Foods International (Unilever Best

Key Take Away & Benefits

Building and retaining a high-performing sales team

Applying the best sales force management practices in a


mature Marketplace

Increasing sales performance as a team through


development of individual sales force

Maximising sales leadership skills

Designing and developing an approach tailored to your


organization

Implementing sales force development strategies while


avoiding common mistakes

Obtaining the latest techniques that can be applied at


different stages of the sales force development

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 SmithKline
Beecham (now GlaxoSmithKline) in various roles in sales & brand management.
He was head of all India sales as well as Country Manager, Bangladesh. During
his tenure at GSK he headed the sales training function in India and also
training faculty for 9 countries. He was head of consumer division for Fareast
Mercantile 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 move
to a more professional way of working in their sales and marketing activities.
He was elevated to CEO of Daburs Foods business. He conceived and launched
Real Fruit Juice.
He left Dabur to work overseas as the Director, sales and marketing for West
African 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 been
running his own training and consulting company called Learning Facilitators.
Kartik Raina is a Senior Advisor with YFactor as well helping them to assist
companies 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)

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

V4C training courses are thoroughly Researched


and structured to provide intense and intimate
practical training to your Organisation.
Our format:
Pre-course questionnaires
An in-depth tailored programme to address market
concerns
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 recognized
trainer

Pre-course questionnaire
To ensure that you gain maximum benefit from this event, a
detailed questionnaire will be sent to you to establish exactly
what your training needs are. The completed forms will be
analyzed by the course trainer. As a result, we ensure the
course is delivered at an appropriate level and that relevant
issues will be addressed. The comprehensive course material
will enable you to digest the subject matter in your own time .

Secessions for the Days


Conducted Seminar & has been Mainline trainer for following
Events:-

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.
B.

Effective Channel Management Marcus Evans Pvt Limited


(2011)
Advanced Channel Management Marcus Evans Pvt Limited
(2012)
Strategic Dimensions of Value Chain for Sustainable
Development" 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

Introduction & Ice Breaker

Strategic Inputs to Planning

i. Market Sizing/Potential Estimation


ii. 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
He has also been visiting faculty at various Management schools
Matrix, Geographical Priorities (Ansoff Matrix)
including:iv. Assessing the Resource Requirement Availability vs Requirement,
IIFT, New Delhi
Sources, Costs, Time required.
IIM, Ahmedabad
v. Qualitative Parameters Management/Ownership Aspirations, Vision
SP Jain Institute, Mumbai, Singapore and Dubai campuses
etc.
IMT, Ghaziabad and Dubai
vi. Talent Requirement Available vs Required, Buy vs Develop,
IBS, Hyderabad
Acquisition/Retention parameters
IMI, New Delhi
C. Alignment of Team
i. Clarity of Targets WHAT is to be done by whom, Commonality of
Who should attend
Vocabulary, Target Currency, Method(s) pf Tracking/Measurement
ii. Ownership of Targets WHY is it to be done ie. Logic, Assumptions,
Vice Presidents, Directors, GMs, Regional Managers, Managers
WIIFM factor (Whats In It For Me !!).

in:

Secessions for Day 2:


A.

First session is of recap of the previous day, followed by


questions/clarifications
B. 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 the
processes of target setting discussed on the previous day.
2. What behaviours & systems, in their experience, hinder the
processes of target setting discussed on the previous day.
3. What way do we ensure the help factors are encouraged and the
hinder factors discouraged.
v. Each group will then present their findings and we shall discuss the
presentations 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, Likely
Conflicts 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 will
also cover the growing role of Data Analytics including Technology.
ii.
Negotiating skills. Here, we will also be doing individual
assessments of participants negotiation styles based on a pre-work
questionnaire. Each participant will receive a written evaluation of
his/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.

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 feeling
more confident about business and profits. While some
companies are looking at expanding their business, some are
only beginning to show a nice surplus on their P&L statements.
Whichever position your company is in, board members are
placing higher expectations on financial returns and the
stressful job of bringing in revenue falls onto the SALES FORCE.
The importance of having the right people performing the right
tasks and saying the right things to your clients and prospects
are paramount. Additionally the responsibility to manage a
group of sales professionals has become increasingly difficult.
Unlike other leadership roles within an organisation, the sales
leader needs to not only manage time and activities - they also
need to motivate, mentor, coach, inspire, teach and most
importantly drive two of the most crucial numbers to any
company; revenue and profit margins.
This two day training is designed for the sales professionals
that find themselves in the crucial role of bringing true
leadership and excellence to a sales organisation.
Those who are responsible for revenue and margins need to be
providing the right strategies, monitoring the required
activities, expecting optimum performance from every team
member and understanding your sales force so that they can
be managed effectively.
This training will provide you with practical guidance on how
to become the best sales manager, allow your success to
improve the performance of the organization and develop the
equivalent sales leaders afterwards.

STARS -Strategically Target & Achieve Record Sales


Hotel Westin (MUMBAI) 23rd & 24th April, 2015
PLEASE WRITE IN BLOCK LETTERS

Sales Contract
Please complete this form and send it immediately to
Malika Shetty
Tel 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: ________________________________
Authorization
Signatory must be authorized to sign on behalf of organization.
Name: _______________________________________
Position: _____________________________________
Signature: ____________________Date:___________

Fee
Professional Training fee @ INR 36000 + Service tax
12.36%per delegate.
Premier Plus - Bring 3 or more delegates to this event and
benefit from a 10% SAVINGS off the regular price.
"Where applicable, clients shall deduct the appropriate Tax
Deducted at Source (TDS) at the time of payment and
should thereafter furnish us the Tax Deducted at Source
Certificate within one month from the end of the month
during which tax is deducted. All options inclusive of
course 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 due
to an act of terrorism, extreme weather conditions or industrial
V4C Trainings & Conferences training shall endeavor to reschedule but the client
hereby indemnifies and holds V4C Trainings & Conferences training harmless from
and against any and all costs, damages and expenses, including attorneys fees,
which are incurred by the client. The construction, validity and performance of this
Agreement shall be governed in all respects by the laws of India to the exclusive
jurisdiction of whose Courts the Parties hereby agree to submit

For Further Details Contact


Jay Nair Tel no: +91 22 66739053 / 8097171301
Email- aasim@v4c.co.in

Register now
Contact Sales at V4C Trainings
Tel no: +91 22 66739054
Cell no: +91 9820660334
Email: malika@v4c.co.in
Date: 23rd & 24th April, 2015 (Mumbai)
Venue- The Westin Garden City Mumbai
Hotel Accommodation

Accommodation is not included in the training fee. To reserve


accommodation 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 400614
Email: sales@v4c.co.in

Payment Method

Payment is required within 5 days on receipt of invoice.


Credit Card:
Please debit my Visa MasterCard Amex Diners
Card Holders name: ___________________________
Card number:
Security number:
Signature: _________________Expiry Date: ___________
Confirmation Details: After receiving payment a receipt will be issued. If you do not
receive a letter outlining joining details two weeks prior to the event, please contact
the 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 within
5 days from receipt of invoice. PLEASE NOTE: payment must be received prior to the conference or trainings
date. A receipt will be issued on payment. Due to limited conference space, we advise early registration to
avoid disappointment. A 50% cancellation fee will be charged under the terms outlined below. We reserve
the right to refuse admission if payment is not received on time. Unless otherwise stated on the booking
form, payment must be made in pounds sterling.
3. Cancellation/Substitution: Provided the total fee has been paid, substitutions at no extra charge up to 14
days before the event are allowed. Substitutions between 14 days and the date of the event will be allowed
subject to an administration fee of equal to 10% of the total fee that is to be transferred. Otherwise all
bookings carry a 50% cancellation liability immediately after a signed sales contract has been received by
V4C 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 service
charge is completely non-refundable and non-creditable. Payment terms are five days and payment must be
made 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 V4C
Trainings & Conferences will not be able to mitigate its losses for any less than 50% of the total contract
value. If, for any reason, V4C Trainings & Conferences decides to cancel or postpone this conference, V4C
Trainings & 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 programme
content 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 Client
and which will be communicated by letter, phone, fax,(Inc. automatic dialing) email or other electronic
means. 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, V4C
Trainings & Conferences reserves the right to change event dates, sites or location or omit event features, or
merge the event with another event, as it deems necessary without penalty and in such situations no
refunds, part refunds or alternative offers shall be made. In the event that V4C Trainings & Conferences
permanently cancels the event for any reason whatsoever, (including, but not limited to any force major
occurrence) 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 cancelled
event, valid for up to one year to be used at another V4C Trainings & Conferences event. No refunds, part
refunds or alternative offers shall be made.
7. Governing law: This Agreement shall be governed and construed in accordance with the law of India and
the 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 Clients
office is located.