BANGLADESH-JAPAN TRAINING INSTITUTE (BJTI)
is going to organize a
2-Day-long Exclusive Training Course on
“Professional Salesman of 21st Century”
--- To Compete in this Competitive World
Resource Person: Md. Akbar Hassan
Date
Venue
November 27-28 (FridaySaturday), 2015, Time:
8:45am - 5:00pm
Bangladesh-Japan
Training Institute (BJTI),
BAAS Centre,
Room # 31-32, 7th Floor,
Eastern Plaza, Dhaka.
Last Date of
Registration
November 25 (Wednesday), 2015
Registration
Fees
Tk. 7,000.00/Participant & USD150 (Foreigner)
excluding VAT & TAX. (Members of BAAS and
Organizations nominating five or more delegates
will enjoy 10% discount on course fee.) The fee
will cover tuition, stationery, reproduction of
training material, training aids/ equipment, cost
of venue, food & refreshment, certificate etc.
For Registration or additional information please call us: 01711194070, 01611194070, 01198224970,
9673413, 8613856
or E-mail to: info@bjti.org, mahfuz@bjti.org, mukul.mgt@gmail.com Website: www.bjti.org
To confirm your registration, please pay the registration fee by 25 November 2015 by A/C Payee
Cheque in favor of “Bangladesh - Japan Training Institute” or cash.
For BJTI:
Md. Mahfuzul Haque
Program Manager
Cell: 01711194070, 01198224970
Resource Person:
Md. Akbar Hassan
CEO & Managing Director,
Chief Resource Person &
Chief Consultant
Briddhi-Industrial
and
Marketing Consultant
Professional Salesman of 21st Century
----To Compete in this Competitive World
Introduction:
The way to achieve success is first to have a definite, clear,
practical idea – a goal, an objective. Second, have the necessary
means to achieve your ends – wisdom, money, materials, and
methods. Third, adjust all your means to that end.
----Aristotle
Continuous upgrading of knowledge and skills is a necessity in
today's fast changing environment. With new compulsions coming
into being, and management have to be aware of consumer
movements and environmental requirements. No executive,
whether in the technical or non-technical fields, can afford the
luxury of not upgrading themselves. Those who don’t will just be
out of business.
The word “training” has many meanings.
Training means
developing manpower for particular jobs. Broadly training for
adequate job performance and extending an employee’s
intellectual range through general education. Training means
fitting the man to the job.
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Md. Akbar Hassan - CEO &
Managing Director, Chief
Resource Person & Chief
Consultant, OD specialist . He
will be the Lead Resource
Person of said program He
conducted more than 800
customaries training program
for corporate both home &
abroad.
Created more than 900
professional training Video on
different areas / issues in
Bangla
&
English
on
Bangladesh context. These
rich archives couples in
disseminating knowledge to
get the essence of real life
experiences. He is also a
Lead consultant on Garments
& Textiles and in Industrial
arena.
Served
in
Senior
Management
Position
in
Philips
Bangladesh
Ltd.
(MNC),
Youngone
Corporation
(MNC),
and
Mobil Oil Bangladesh Ltd. USA
(MNC). More than 18.5 years
of
experience
in
the
Corporate World.
Masters
in
Business
Administration (MBA) from
IBA,
Masters
in
Public
Administration (MPA) from
University of Dhaka.
Visiting Faculty of Business
School of BRAC University,
Institute
of
Governance
Studies IGS, IUBAT and BIFT.
Presented many papers in
many
seminars
including
BATEXPO. Resource Person of
many Institutes like, DCCI,
MCCI,
BPATC,
BIBM,
Academy
of
Planning
Commission,
Police
Staff
College, National Defense
College (NDC) etc. Faculty of
CIPS (The Chartered Institute
of Purchasing & Supply).
International
Procurement
Professional Salesman for 21st Century:
The effect of Globalization created the business environment more
critical and competitive in nature. The comparative advantage
turned to competitive advantage. The market is unpredictable,
quality conscious; demand oriented; knowledgeable; and on the
other hand sensitive to price. Selling is a wonderful profession when
approached ethically, constructively and helpfully. Happily much
sales development theory takes this positive direction.
The sales techniques and selling ideas here have all been effective
at some stage. Many are still widely used. Think about what we are
selling, the market that we are selling into, the people we meet in
the selling process and techniques what will help us sell better.
Managing sales people, the best results generally come if we allow
sales people to work to their strengths.
“Selling through Building Creativity, Trust & Relationships”
New selling techniques and methods are continually changing &
upgrading. While successful selling today relies on modern selling
using collaboration, facilitation, and partnership.
Successful selling requires suitable quality and taken good care of
its customers. It requires salesperson to work professionally.
Effective sales people are interpreters and translators who can
enable the complex systems of buying and selling organization to
work together for the benefit at large. They need to be taught at
all phases.
Offered training is a highly interactive program that enables Sales
professionals to be able to sell more effectively. It will
acknowledge the participants to sell not only to the customers
perceived needs, but also to their unperceived needs by being
able to communicate the benefits of their products, services and
their organization in the most effective manner. The participants
will learn how to create favorable first impressions by being able to
build trust and credibility in a short space of time. They will be able
to quickly and rigorously qualify opportunities, gain access and
interest of the customer and develop and articulate their ‘Value
Propositions’ to communicate the value they can bring to the
customer.
Objectives of Training:
Selling topics will upgrade the trainees in developing the marketing
and selling skills in understanding the marketing and selling
concepts to explore markets and to develop market share. The
effective ways and means, tools and techniques on sales,
marketing & effective customer service will be taught in the
training process for the development of professionals. After
completing this course, participants will be able to:



Identify the fundamental concepts and processes involved in
successful selling;
Identify prospective customers and their needs, applying
models of organisational and individual needs analysis;
Development of thinking process in sales;
Page 2 of 4
and
Supply
Chain
Management
(IPSCM)
of
ITC/UNCTAD/WTO, Geneva,
Switzerland. 15+ years of
experience in Teaching in
Universities;
Corporate
Resource
Person
&
Organization
Development
Specialist & Consultant.


He
conducted
many
research on different areas
and many publication both
local & foreign publication.
Beside he attended more
than 40 training both home &
abroad. BRIDDHI has more
than 109 Corporate clients in
his client list.
In a word we will explore commitments.
Md. Akbar Hassan created 67
video clips on different issues
which will help in the
development of professional
attitude
and
posted
in
YouTube.
Address
like
YouTube: BRIDDHI.



Development of Attitudes in exploring sales growth etc.
Demonstrate the use of benefit statements and questioning
skills;
Identify and implement suitable techniques to manage
customer objections and close sales;
Conduct successful sales interactions with customers applying
professional selling skills.
Conduct successful sales with professional Communication,
Presentation and Negotiation skills.
Topics: Areas to be Covered?
 “Sales & Sales Management”
Who are you? You Explore your Organisation
….Create ownership
Selling ASAP
…. An interactive social process
Effective Selling Skills
..... Selling is an art. Effective sales people are interpreters &
Translators
Sales and Salesmanship
…………… Quality desired from the Sales People
“Creating positive attitude towards Products”
…….. Bring future sales growth
Selling through Sales Call
…Be prepared
Order taker Vs. Order Maker
… Explore to Grow
Sales Psychology
…Conquer the Mind
Sales Techniques in Building rapport
….Create a long term Relation for repeat sale
 Guerrilla Selling to Explore Sales
 Guerrilla Selling



Guerrilla Marketing
A Nine Word Credo for Guerrilla
Prospecting Guerrilla
 Five Steps to find Prospects by Guerrilla Salesman



Identify your "ideal" prospects
Get out in the field
Use an unusual, creative, or unexpected approach
 Guerrillas are Sensitive to Prospects Priorities
“Customer Service & CRM”

Exceptional Service: The Secret Weapon
...... Making Money with Customer Service
Page 3 of 4
Why Sales people fail on the job?
…. Lack of Preparedness
Movie on: Door to Door
Followed by: Topics related Video Clips
Anticipated Results:
The outcome of the training will help an individual in becoming an
Effective Sales Person to achieve the organizational goal. The
training will suffice in gaining knowledge on the issues to be an
effective.
The business benefits of the Program are to:





Increase revenue through more effective selling skills
Increase the size of deals through having the ability to
unearth the real needs and be able to align the right
solutions for sales
Increase win-chance through improved qualification of
opportunities
Increase customer satisfaction and ultimately retention
through having greater knowledge of the customers
business and their key focus areas
Create competitive differentiation through the ability to
articulate their ‘Value Propositions’
Who should attend the Course?
The course is suitable for Mid-Level and top Managers and
Executives who are willing to improve their Selling Skills. Fresh
graduates will also be benefited from this course.
Training Methodology:
Lecture, Presentation, Group Discussion, Case Study, Role Playing,
Video Clips, Self-Assessment and other participatory methods of
training.
Language: English and Bengali
Date and Time: 27-28 November 2015 (Friday-Saturday), 8:45am 5:00pm
Certificate: Certificate of attendance will be provided.
Course Fee: Tk. 7,000/- per participant and USD150.00 (for foreign
participant) excluding VAT & TAX payable in advance in favour of
“Bangladesh - Japan Training Institute” in the form of crossed
cheque or pay order. Members of BAAS and organizations
nominating five or more delegates will enjoy 10% discount on
course fee. The fee will cover tuition, stationery, reproduction of
training material, training aids/equipment, cost of venue, food &
refreshment, certificate etc.
Note: Seats are limited and will be filled-in on first come first serve
basis. Please find the attached files for Registration Form, Training
Calendar of BJTI for the year 2015 and BJTI Discount Policy.
Page 4 of 4