Key Accounts Management Training: Mumbai, Delhi

KEY ACCOUNT MANAGEMENT On 13th & 14th December'11 at Hotel Ramada Plaza Palm Grove, Juhu Beach, MumbaiOn 16th & 17th Dec'11 at Hotel Jaypee Vasant Continental, Vasant Vihar, New Delhi
(9.30 am to 5 pm on all days)

Managing and Developing Your Key Accounts:
Managing key or major accounts and maximizing their potential, requires a different set of skills than selling. The effective and professional management of your key accounts is critical to your success and that of your company. During this two day program you will consider the role and day-to-day tasks of highly effective account managers, examine proven practices in the development of an account and learn how to develop long term and profitable relationships with your key/major accounts.
Who may attend :
Executives/ Managers/ Senior management executives who wish to adopt KAM as a growth strategy in their organizations and understand the intricacies involved in managing and retaining key accounts Managers from all functions who want to learn effective techniques for maximizing the potential of every key/major account they manage in B2B and B2C scenario. It can be attended by senior and middle level executives associated with sales & marketing functions including co-ordination and order execution.
Program Outline :
Introduction and Program Review
- Who are your Key Accounts & why
- Understanding the relationship levels
- The KAM model/s - A brief
- Perspectives of the product/service; the customer; the key account manager

Key Accounts Mapping - The profile of an account

The Key Account Planning Process - The key account management plan sequence

Preparatory Analysis - Historic performance review - The aims for the account

Account Analysis - PEST analysis - the market drivers -- Modern Tools of customers’ business analysis

Relationship Analysis - The account manager as the custodian of the relationship between customer and company - Creating a positioning statement -- The attitudes and disposition of key players

The Tactics Plan - Sales activity to achieve the strategies -Enhancing MICE (Meetings, Incentives, Conferences and Exhibitions) revenue

Identifying Red Flags
 - Issues which might prevent achievement of goals - Missing information; incomplete information.

Account Penetration - Different models for different customers , Handling Government Tenders

Behavioral Analysis
 - Modifying your selling and managing behavior to complement the customer’s - Buyer motivations
Faculty Profile :

Mr. Sunil Chandra is a Management Consultant and Corporate Trainer. His qualifications include MBA (Marketing) and a Diploma in International Business.

Having more than 30 years of experience in areas of Corporate growth & development, training, administration, HRM, Global business & industrial projects in industry and trade, he has held top management positions during his career.

He has been associated with top Companies such as POLYSET, VOLTAS, L&T, HP-Compaq, MICROSOFT, GODREJ, PCS-DG, UFlex, HCL Info-systems, Birla-Soft, Luxor International, Goldsouk, etc.
Fee/ Investment for the Seminar :
Rs. 11,500/- plus service tax @10% plus educational cess @3% = Rs 12,685/- .The seminar is non-residential. Fee is payable in advance by cheque drawn in favour of Indian Academy of Management'
Registration: Please register your nominations by E-mail to or
Call Phone 022-65886060 or 022-3040 3400. or
on our website

also send the fee cheque by courier to 
Indian Academy of Management, 
331, Kaliandas Udyog Bhavan, Birla Century Lane, 
Worli, Mumbai - 400 025.

About: Soft Skills Training India (SSTI), is a part of International Training and Consulting Network and provides Training and consulting solutions in the area of Leadership, Sales and Sales management, Customer Service, Relationship Management. We conduct In House as well as Open Programs on topics such as Business Communication, Negotiation Skills, Presentation Skills, etc. We conduct OutBound Team Building and Management Development Programs. For enquiry of any of our programs, call or SMS Sachin on 9004580740 or email us on

Performance Management Workshop in Mumbai, Delhi, Chennai

Workshop on Goal Setting & Performance Maximization
10 Dec 2011 The Westin, MUMBAI
15 Dec 2011 Courtyard Marriott, CHENNAI
22 Dec 2011 The Claridges, DELHI
Organizations across the Globe are in the race to maximize their performances in a bid to gain market leadership. However, the performance of the organization is but the aggregation of the performances of the workforce operating in various functions within the units. Accordingly capacity building is intricately associated with the capabilities of the workforce.
This Workshop has been designed around understanding of needs of the Corporate & other Organizations and their Leaders’ in this most important function of their role. The program is divided in to various modules and uses techniques that are most prevalent in the current context. 
Objectives and benefits of the workshop:

• Understanding that purposeful action taking is a key to achievement of goals
• That Alignment and focus are primary ingredients for success
• Performance enhancement is primary objective and not just appraisal
• Having a holistic view encompassing Role, Goal, Competency and Motivation is mandatory
• Developing of performance plan including competency development needs is a must
• The need to rise above the mindset of over whelming demands and constraints
• Effectively engaging the Workforce is an imperative
Course Content:
Performance Orientation
Purposeful action taking is a key to achieving goals. This can be achieved only through the leaders’ actions in building a climate of performance through building of a high performance team who have high focus, a vivid mental picture, clear goals and a level of engagement. What is required is a paradigm shift from reactively managing performance to proactively driving it. The idea is to maximize performance.
Setting Objectives & Goals
Formulating goals is a serious affair which unfortunately in many organizations is left to chance rather than a purposeful attempt. Well set and effective goals need to be drawn from the organizational goals through a cascading process down the organization structure. It needs to be fully understood that an organization will meet goals through its people following a well laid down and proactive process. This section will also cover the individual Performance Plans that need to be in place to ensure achievement.
Roles Analysis
This part of the program will ensure an understanding of the need to have the individual performers fully understand and appreciate their need to perform in respect of the goals they and their colleagues are setting out to achieve. In absence of this clarity they will fall short in their performance. Job descriptions will only help in understanding the responsibilities, but execution of it will be based on the role.
Competency Building
Performance Management is about enhancement of performance and not just performance assessment. Capacity to perform would be greatly dependent on the capability. This module brings to the fore the need and the processes involved in building competencies as required for current and future responsibilities. This also covers framework for Coaching and Mentoring in enhancing performance.
Ensuring Motivation
Workforce readiness for the goal oriented tasks is functions of their capabilities and their willingness. This section of the workshop will dwell on the Leaders’ function in this most important human aspect so that maximization of performance can be achieved.
This will deal with checking out through an exercise the level of alignment between Role- Goal – Competency and Motivation. Better the alignment and focus better are chances of achievement of the targeted goals.
Measuring & Monitoring
A regime of continuous monitoring through a measurement system is a must to ensure proactive and timely intervention on the leaders’ part in not only correcting shortfall but also in enhancing performance. This section looks at issues of workforce productivity and issues that cloud the individual performances. Annual appraisal process will also be covered in this section.
Pathways to Performance
This will bring to the participants’ the need to guide their teams to be able to cope with the Demands and Constraints that they will encounter in the path to performance. This will deal with how to get over the syndrome of over whelming demands and constraints and prioritize their work. This will also address issues of Intentionality and Volition to engage the will of people through an emotional commitment to the goals agreed to.

The basic structure of the Workshop sessions is built around experiential learning; simulation, exercises, critique and feedback. The learning points are driven home further by way of the participants’ feedback and their personal understanding, feeling and learning out of the exercises. The Facilitators’ observations and interpretations in context of the “global” experiences and benchmarks further reinforce this. The workshop will be fully experiential in nature and is designed around

• Concepts that are practiced extensively by successful Corporations. 
• Current Industry examples 
• Go through the entire process of development of understanding of own orientation and the environment in which he operates.
• Totally Interactive 
Who should attend?
• All Managers, Heads of Departments and Functions who are involved in Goal Setting and Performance Management process in their organizations
• Middle Level HR Managers both at Corporate & Unit levels
• Entrepreneurs’ who are systemizing their Business Processes
• formal orientation to current HR processes and practices
Faculty- Biswajit Ghosal
Mr. Ghosal has been engaged in consulting assignments for over a decade with organizations such as Commonwealth Business Council, London; Indian Aluminum Company, Calcutta: Premier Explosives; Spex Engineering, Hyderabad: HINDALCO, Niulab and ASHCO Industries, Mumbai; Tata Technologies, and Suzlon Energy, Pune.
His experience covers areas of Strategic Management, Organization Development Project Management and Technology transfer, Marketing and Human Resource Management.
Mr. Ghosal was a visiting faculty to premier business schools as ICFAI Business School, Hyderabad; and University of Hyderabad in the Management Faculty. Earlier he has also been visiting faculty for Symbiosis Center for Management and HRD, Pune.
Mr. Ghosal is associated with Consortium for Strategic Management and Organization Development (COSMODE), Hyderabad and Rapport Bangladesh, Dhaka.
Earlier he was Chief Executive Officer of CG Powerware (A Joint Venture of Crompton Greaves and Powerware, USA). Mr. Ghosal, in his more than 28 years of prior corporate experience, has worked with other national majors as BPL India, Escorts and Crompton Greaves. He has worked closely with many other multinationals as collaborators like Sanyo, Japan; Jeumont Schneider, France: Bosch Telecom, Germany and POWERWARE (Invensys Group, USA) to name a few. He has traveled extensively to more than 20 countries and has frequently worked in cross-national groups. He has had experience in areas of Office Automation, Consumer Electronics, Computers, Software, Telecommunications and Information Technology Industries.
Timings: 9:30 am - 5:30 pm , Registration begins at 9:00 am 
How to Register:
• Fees: Rs. 7,500/- +10.3 % service tax per person
• Please write to / Call -022 66976892
• Mention the name of participant, company, contact details . 
• Cheque favouring Princeton Academy Mumbai II Pvt. Ltd. payable at Mumbai. 
• Fees includes lunch, tea, course material etc.
Princeton Academy Mumbai II
502 Shalimar Morya Park, Andheri Link Road, Andheri West, Mumbai- 400053.
Tel- 022-66976892, 67256200. Delhi- 9312715500. Fax- 26733060 
email- Website-
Service Tax No- AAECP5617MST001

Coaching Skills Training in Bangalore

Apexcels and CLI, Canada present

A 2 Day Coach Training Program

Power Coach Fundamentals®

5th  – 6th  December, 2011, Bangalore

A 22 hour program  
2 Days In-person training
+ 3 Tele-mentoring classes

Coaching, today, is seen as one of the most effective way to increase one’s performance in any area of life.

The Times of India reports “Everyone from CEOs to Bollywood celebs is turning to coaches.  Part Oprah, part consultant and part professional hand-holder, these new-age gurus are helping people navigate transitions in their lives and careers.”
These are Exciting Times! Businesses across the globe are achieving improved results by hiring External Coaches  or developing Internal ones, for their key Executives, Leaders and Managers.

More and more Trainers, HR professionals, Consultants, Counsellors etc are taking up coaching as an independent and financially rewarding profession.

The “Power Coach Fundamentals®” program explains what is coaching, where and how it works and why is it so powerful.  It teaches 4 full coaching methodologies in addition to 6 PCMK methodologies for those quick coaching moments.

For the un-initiated, this program is the best first step towards becoming a coach.
For those looking for ICF CCEs ( Continuing Coaching Education ), this program being a 22hr program, offers the equivalent CCE Units.

This program is designed for all those who wish to get introduced to coaching and wish to experience and know more about coaching than its mere definition.  The following will benefit greatly from the program:

- Every Leader in an organization.
- HR personnel.
- Heads of departments.
- Managers and employees seeking specific coaching tools with which to coach their employees
  and/or peers.
- All individuals who wish to learn some self-coaching techniques for greater personal success:
  salespeople, employees at all levels, parents and so on.
- Individuals interested in becoming Professional Coaches as either Inside Corporate Coaches
  or Entrepreneurial Coaches.
- Speakers, Trainers, Consultants and Helping Professionals such as health practitioners and
  therapists who are interested in adding Power Coaching® to their professional toolkit.


·   Power Coaching® Manual.  All levels receive a Power Coaching® Manual complete with models and theory and the methodologies applicable to their chosen level of training.

·   A behavioural assessment tool to determine your benchmark behavioural style as a business person.  You may then choose to use your new Power Coaching® tools to become a stronger business person. 

·   A Coaching Kit.  Your Clients will all receive a Coaching Kit which allows them to keep track of their progress, provides them with valuable coaching forms and gives them access to some of the most powerful self-coaching tools in the world.   

·   A highly interactive training program with an abundance of demonstrations, role playing, practice coaching, mentor coaching, and fun! 

·   The CLI Licensee Network membership and its many benefits including the availability of many CLI products at discounted Licensee pricing. 

·   Your commitment to be your own best client first.  Power Coaching® tools will assist you in removing your own roadblocks to achieving the success you deserve.
·   Training and understanding of the ICF and IIC Core Competencies and Ethical Guidelines.  The modules in this course are part of CLI’s Certified Power Coach Program which is accredited/approved by both the IIC and the ICF governing bodies.

betskaPicSmall.jpgBetska has more than 4500 hours of actual coaching experience and is Co-President of Coaching and Leadership International, Canada. She is a Business & Life Coach and confidante to thousands of people in over a dozen countries including:  CEO’s, Sr. Management, Sr. Government officials, Ambassadors, Royalty, Spiritual Teachers, Star Athletes etc.  Betska has won numerous awards for her development of Power Coaching® with Mind-Kinetics® including lifetime achievement award  & the prestigious Pride of HR Profession Award. She has scripted numerous  Success Stories and proudly sits on The Board of Directors for one of the world’s leading governing bodies in the coaching industry—the International Institute of Coaching. Please visit to know more. (pl. copy paste the link in your browser).

This level is meant to provide you with an introduction to Power Coaching.  You will receive a solid grounding in the Models and Theory of the work as well as learn and practise of 6 PCMK Laser Tools for those quick coaching moments plus 4 full session Power Coaching® Tools which you can use to self coach or to coach others.  Individuals attending only to learn self-coaching techniques will experience the strengthening of their self-confidence and will be able to use these tools daily for the rest of their lives. The session is very interactive with number of coaching sessions  for the participants.

Dates :
5th & 6th December, 2011 (Class – room training )

Venue :

Fee Structure:

Fee for 1 Participant @ Rs. 25,000/- + tax, Spl. Introductory price Rs. 18000/- + 10.3 % Service tax
Fee for a team of 3 or more Participants @ Rs.17000/- + 10.3% Service tax, per participant
Payment : In favour of 'Apexcels ' Payable at New Delhi

Timings : 

9 AM - 5:30 PM ( Includes Lunch & Tea Breaks )

People from following Organisations have attended CLI’s various coach training modules :
» Henkel
» ITC Ltd
» Thomas Assessments
» CAE India
» India Telecom Infra
» Unicef
» Tech Mahindra
» Berry Wehmiller
» Hero Mindmine
» IDBI Federal
» Taj Hotels
» Cura Healthcare
» Sona Group
» Mahindra Holidays
» Anderson Consulting
» American Express
» Bell Canada
» Chrysler Canada
» 3M Canada
» Nestle Canada...More

Registration is available of first-cum-first serve basis. Please click on the link below to download the Nomination form
Pl. copy paste the above link in your browser)

and/or send us your confirmation on

Centre for Professional Growth
( A unit of M/s Apexcels)
Phone :   09654681922, 09811131535 Email :

Note :In addition to this workshop, We conduct ICF and IIC approved Coach Training Programs. We also have an option for a 3 day Corporate Power Coach Program, designed to make In-company Coaches (for organisations wishing to introduce Coaching Culture within. Please contact us or to know more Click here :