Administrative Staff College of India\'s Management Development Programme on Sales Management from October 31 - November 4, 2011

Administrative Staff College of India\'s Management Development Programme on Sales Management from October 31 - November 4, 2011


About The Event

ABOUT THE PROGRAMME Changes in the environment today are rapid and their implications for Sales Managers substantial. Increasing competition, discerning consumers and technological changes have brought the focus back to the Sales Function. The internet has opened new opportunities, as also threats. The prominence of the Sales Management function is all too evident but skill requirements are increasing from energy, enthusiasm and presentation skills to include managerial capabilities and strategic thinking. The abilities of teamwork, understanding consumer needs, product profitability analysis, leveraging knowledge and relationship management are necessary for the present generation Sales Managers. This shift in 'grooming' is essential to deliver results in a highly competitive environment. CONTENT The Programme on Sales Management is designed to enhance considerably the Sales Managers overall effectiveness on the job by: Strengthening his conceptual skills and providing deeper insights into the sales and marketing functions. Developing his analytical and planning skills. Some of the major topics to be covered during the 5 day programme include : Interface between Sales and Marketing Strategy Understanding consumer needs and the buying process for creating sustainable value Product Profitability Analysis Sales Promotion Managing Channels Importance of Non-Price Factors Human Relation skills for Team Work and Motivation Formulating Sales Strategies & Sales Audit METHODOLOGY: The programme will rely on experience sharing, case studies, lectures-cum-discussions and group exercises. ELIGIBILITY: The Programme is designed for : Middle Managers (approximately 10-15 years of experience) directly engaged in the management of sales function or about to assume such responsibilities at the corporate, regional or branch level. Promoters of Start-ups / Family Managed businesses. Organisational sponsorship is essential. VENUE The Programme is fully residential and the participants will be accommodated in single air-conditioned rooms in the Bella Vista or the College Park Campus of the College at Hyderabad. The College does not provide accommodation for the family. Transport between Airport/ Railway Station and Campus will be arranged by the College. DURATION The programme duration is from Monday, May 16, 2011 to Friday, May 20, 2011. The participants are expected to arrive a day before the commencement and may leave after the conclusion of the programme. PROGRAMME FEE Rs.42,500/- (US $1430 if foreign) plus Service Tax @10.30% per participant will be charged to cover tuition, board and lodging, courseware and other facilities of the College including Internet usage. Local participants not availing hostel accommodation will be given a discount of Rs.1,000/- per day for the duration of the programme. A concession of ten per cent is given to the second nominee and onwards. A ten per cent concession is also given to a women participant. In either case, the maximum allowable concession is 10%. MEDICAL INSURANCE The nominees are requested to carry with them the proof of Medical Insurance. The sponsoring agency is required to endorse the nominees medical coverage in the event of hospitalisation. LAST DATE FOR NOMINATION: The nomination form duly filled in, along with the Demand Draft made out in favour of Administrative Staff College of India payable at Hyderabad should reach the Programmes Officer by October 17, 2011. LAST DATE FOR WITHDRAWAL: October 24, 2011. Any withdrawals after this date will entail forfeiture of fee paid. ASCI ALUMNI ASSOCIATION: Participants of College Programmes will automatically become members of ASCI Alumni Association. CERTIFICATE OF PARTICIPATION: The College issues a Certificate of Participation on conclusion of the Programme. CONTACT: Mrs. P. Mahalaxmi, Programmes Officer, Administrative Staff College of India, Bella Vista, Hyderabad - 500 082. Phone: 0091-40-66534247, 66533000, e-mail:

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