company profile 2013

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4/Services 2 /Mission vision values 6/ LAU continuing education program 8/ Our Customers 12 /Business management consulting 10 /HR Consulting 14/ Training programs

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Page 1: Company profile 2013

4/Services2/Missionvision values

6/LAU continuingeducationprogram

8/Our Customers

12/Businessmanagementconsulting

10/HRConsulting

14/Trainingprograms

Page 2: Company profile 2013

MissionVision Values

Our Mission is to provide a culture of Excellence in business consulting and corporate development.

Our Visionis to constantly achieve Excellence in creating a corporate culture by creating a synergy of positive deviance and implementing internationally tested management best practices with a local mind set.

" Your People... Our Business "

"To continue to thrive as a business over the upcoming years, with all the rapid changes taking place around us, we need to understand the trends and forces that will shape our business. Tomorrow’s preparation starts today. Creating a long-term destination crowned with Excellency is our Vision."

Our Values

Excellence

Credibility

Quality

Focus on local culture

Diversity

Clients

Career Opportunities

Career Development

Empowerment

Positive Communication

Passion

Employees Franchise

Advice

Profit

Internal Quality Control

Credibility

Constant Improvement

Although I am an HR major, I learnt a lot through this training and developed a lot of my existent knowledge. Having educational knowledge is not enough, your training course got me excited by being able to see the practicality of such knowledge. Your stories, examples and wisdom inspired me not to stop learning and to develop myself, continuously

Samantha HoggCommunication Specialist at SIM . Kuwait

Page 3: Company profile 2013

"Pursue our dreams and never stop developing"STANDARDS provides innovative management and human resource solutions necessary for employers to fully meet core business goals. Our services measure success in the critical areas of Leadership, communication, productivity, internal and external customer satisfaction, and compliance. Whatever your industry is, STANDARDS will work with you to develop tailored processes that involve employees at all levels and bring focus to how an employee's daily work directly links to your overall success.

We customize our services, products and trainings to several industries; the core of our business emphasizes the development of skills and practical knowledge for all kind of levels and grades in a company. We cater a very large base of selective clientele in Lebanon and abroad across the Mena region.

STANDARDS provides innovative management and human resource solutions necessary for employers to fully meet core business goals. Our services measure success in the critical areas of Leadership, communication, productivity, internal and external customer satisfaction, and compliance. Whatever the industry is, STANDARDS will work with you to develop tailored processes that involve employees at all levels and bring focus to how an employee's daily work directly links to your overall success.

On 24 January 2012, STANDARDS Consultants and the Continuing Education Program of the Lebanese American University “CEP – LAU” have signed a joint venture for yearly Public Training Workshops aiming on around 50 public training workshops a month covering all the Lebanese territories joining forces with prestigious NGO’s and Institutions . Our trainings listed in the Service catalogue are exclusively given at the LAU premises. The added value brought in this joint venture is hands-on Training certification from the experienced and latest corporate trends, along with the highest academic standards in the Middle East Region.

Human Resources ConsultingWe offer tailor made Human Resources Solutions to companies in the Middle East, serving them as their virtual HR Manager, the solutions include but are not limited to:

• Recruitment and Selection Services• Compensation and Benefits Analysis and Recommendations• Job Evaluation and Grading system• Job Analysis to detail Job Descriptions and Organizational Charts• Performance Appraisal Systems• Personnel Development and Training Plans• Talent Management Systems

Tailored Business Management ConsultingSTANDARDS has expanded its activities and enlarged its team of Consultants, and it’s tackling numerous industries assisting them in their management process. These solutions include :

• Company Organization Structure• Market Definition and Strategy• Re-engineering Business Workflow• Sales Force Management Consulting• Marketing planning and implementation• Human Resources Management• Supply Chain Optimization• Mergers and Acquisitions

Training and Development ProgramsSTANDARDS develops talent within your organization and deliver the most effective programs to your valued employees. STANDARDS offers Training Programs in ten Areas:

• Human Resources Management• Business Skills • Leadership Skills • Customer Service • Advanced Selling Skills • Marketing Management • Coaching • Corporate Social Responsibility • Quality Management • Supply Chain Management I hope STANDARDS Consultants will

continue the long path with SIM to reach the vision of the company by preparing and insuring that the HR department will be a good strategic partner in order to contribute to the development and the accomplishment of the business plan and objectives of our company. As you said everyone needs to be stimulated, this training was a big stimulation for me.

Amel BenidirRecruitment Specialist . Shabakkat . Kuwait

OurServices

"Check our website www.standards-hrc.com to stay updated with our recent activities and upcoming news."

Page 4: Company profile 2013

Please accept on behalf of the Alumni Relations Office and all those who attended, our deepest gratitude for dedicating time to put together this wonderful lecture and we look forward to more of your expertise in future events.

Abdallah El-KhalDirector of the Alumni Relations – Lebanese American University

LAU Continuing Education Program Standards and CEP-LAU

PartnershipLAU’s Continuing Education Program (CEP) and STANDARDS signed a partnership Memorandum of Agreement to conduct public training workshops in several business-related areas including Leadership, Human Resources, Customer Service, Corporate Social Responsibility, Sales , Marketing and Business Management.The project aims at creating a dynamic learning environment that promotes personal growth while encouraging high performance and career development. In turn, the partnership between LAU’s CEP and STANDARDS assists professionals in meeting their training needs and contributes to the positive growth of their business communities.

76 LAU CEPLAU CEP

STANDARDS PROFILE

STANDARDS PROFILE

Page 5: Company profile 2013

98 Our CostumersOur Customers

STANDARDS PROFILE

STANDARDS PROFILE

On behalf of Bella Flex, I would like to thank you for the valuable information you taught us. We are second generation and we needed some direction. On a personal level, me Hania, I am impressed by the info conducted and I would like to join in other workshops.

Hania ChidiacAccountant- Bella Flex

OurCustomers

Page 6: Company profile 2013

HumanResourcesConsulting

Recruitment and Selection ServicesIn this process we manage to make it as easy as possible for our clients to find the perfect candidate that most fits for the job. This is made easier for our clients through handling the responsibility of choosing among a huge number of job seekers, the ones who are most suitable for the opening and make sure they become valuable assets for our clients.

Compensation and Benefits Analysis and RecommendationsConducting the compensation and benefits analysis is one of our HR consultancy services. This analysis is a three step process through which we investigate the internal processes, conduct an external market study and job based analysis that facilitates recommending any change that shall take place in the current compensation and benefit scheme of the company.

Job Evaluation and Grading system In order to guarantee a fair grading system, and decide on benefit provisions, we provide our clients with a whole system that facilitates job evaluation and a system that ensures a structured and clear grading system that functions as a reference to the company at all the stages of development of the business itself.

Job Analysis to detail Job Description & OrganizationalChartsWe develop a job analysis system that details all the tasks required from each and every employee and make sure that he/she knows what his/her role is, in order to develop a clear and direct job description. This job description serves as a reference to keep track of the work done and to point out any pitfall, negligence or misuse in the completion of the tasks required.

Performance Appraisal Systems Through developing the job analysis and maintaining a job description, it becomes easier for our clients to set the standards for the performance appraisal process. We develop a performance appraisal system that ensures smooth connection among employees and a fair evaluation of each and every employee at every stage of his/her performance. This process ensures that every person receives what he/she deserves for the job he/she accomplished throughout a period of one year.

Personnel Development and Training Plans We investigate the needs of our clients and their employees, we foresee the areas where training is required and we set our training plans based on such investigation. We set forth the trainings required to develop personnel and ensure they adapt to the changing work environment, setting the base for achievement based on change, technology and new strategies in all areas.

Talent Management Systems We provide strategic assistance to organizations in the accomplishment of long-term enterprise goals with respect to talent or human capital. Our system addresses the five essential pillars of talent management: recruitment; performance management; learning and development; career development and compensation management. By implementing Talent Management System, organizations will be able to attract, acquire, develop, promote, and retain quality talent.

Very interesting workshop; the interaction and pleasant atmosphere were excellent. We learned from each other, from exercises, from the content and the trainer’s experience. Everyone was attentive at all times. I look forward to the coming workshops and I am confident that our partnership with LAU-CEP and STANDARDS will reap its fruits.

Chaker SaabChairman of the Board- Tinol Paints

Page 7: Company profile 2013

I would like to thank you for a fun, exciting, meaningful and most importantly enriching learning experience that you and your team had prepared.

Patricia Rizkallah HR Manager – Hands On Management

BusinessManagement Consulting

Standards is available to assist its clients in their operational management needs.We work closely with each firm's principal(s) and key employees to learn about their respective internal operating systems. Through this process we are able to develop a customized approach, develop innovative solutions, make recommendations for improvement and offer assistance with, or take full responsibility for the implementation of each activity.

Standards offers its services in the following ten areas: Business Management Consulting• Company Organization Structure • Market Definition and Strategy • Develop Firm’s Business Processes• Review Firm's Goals and Objectives• Promoting Company Culture and Values• Sales Force Management Consulting• Marketing planning and implementation• Human Resources Management• Supply Chain Optimization• Mergers and Acquisitions

Company Organizational StructureAn organizational structure is the overall practice of a business, implemented to achieve a primary goal. With changing times, an organizational structure constantly has to be modified for competitive advantage. If overlooked, it can lead to inefficiencies and duplication of efforts throughout your business.

Market Definition and StrategySTANDARDS provides the necessary set for successful marketing management which include capturing marketing insights, connecting with customers, building strong

developing competence in international solutions, and providing support for building a productive service business and implementing the desired, unified operating model throughout your customer service process.

Marketing Planning and Implementation

The two main elements of a marketing plan are market research and the planning of an appropriate marketing mix. Our process relies on market research which involves gathering and recording information about consumers, market, product, and the competition in an organized way. The information is then analyzed and used to inform marketing decisions.

Human Resources Management We provide a wide variety of human resource services including performance management, organizational development, policy and procedure development, talent management, and compensation & benefits among other services listed earlier.

Mergers & AcquisitionsStandards’ Merger & Acquisition (M&A) related services are provided by consulting professionals who have worked on the front lines in complex deals. Their capabilities can support M&A activities from strategy development and due diligence to transaction execution, integration, target screening and divestiture.

Supply Chain Optimization STANDARDS provides an application of processes and tools to ensure the optimal operation of a manufacturing and distribution supply chain. This includes the optimal placement of inventory within the supply chain and minimizing operating costs.

brands, shaping the market offerings, delivering and communicating value, creating long-term growth, and developing marketing strategies and plans.

Develop Firm’s Business ProcessesStandards Consultants provide a spectrum

of business process consulting (BPC) services that help you create and re-design the framework and the priorities for improving your operational efficiency and effectiveness by reducing the time, money and resources spent by formulating a comprehensive strategy and plan

Review Firm’s Goals & ObjectivesWe assist firms in developing the business objectives necessary to achieve the organization's service, profit and growth goals. A business objective provides a specific, measurable, realistic, action-oriented and time sensitive statement that, once achieved, propels the organization closer toward meeting one of its goals.

Promoting Company Culture and ValuesCreating and maintaining a culture is challenging, but it can be done. Leadership is the key. We will help you to build your company culture so that it is healthy and genuinely based on the company values, facilitating long-term productivity. We deliver with high quality practical implementation of values in multicultural operating environment.

Sales Force Management ConsultingThe key aim of our Sales Force Management consultancy service is to increase sales results through the cooperation. We help to make sales processes more efficient by using effective selling skills and coaching methods,

Page 8: Company profile 2013

TrainingPrograms

24/BusinessSkills

32/BusinessLeadershipSkills

36/Corporate Social Responsibility

40/Customer Service Excellence

42/MarketingManagement

50/Coaching 50/Six Sigma 54/Supply Chain Management

58/Professional Sales Executive

16/HumanResourcesManagement

Clear, to the point and very interactive. It’s nice to have such an engaging training that opens you up to different perspectives and new ways to view things.

L.HazarianGeneral Manager . IDOL sal

Page 9: Company profile 2013

HumanResourcesManagement

Hands-on human resource management training programs bring insight to the rising importance of HR management as a strategic business partner and the vital role it plays in contributing to business success.Human Resources Management program will explore innovative strategies to attract and retain new talent while making them highly efficient in the organization. Participants will learn to recognize best HR practices and implement them to positively affect bottom line results. In addition, creating compensation and benefit systems, detecting training needs and managing T&D will be covered.Motivation, interviewing, job evaluation, performance review, staffing methods, policies and procedures, and constructive feedback are essential elements of the HR program.Legal and ethical issues must also be identified and studied in order to ensure organizational efficiency.

18/Advanced Recruitment Strategies

18/Behavioral Interviewing Skills

19/Managing Training Needs

19/Job Analysis and Job Descriptions

20/Job Evaluation and Grading System

20/Succession Planning

21/Counseling and Disciplinary Procedures

21/Compensation and Benefits

22/Motivation and Performance Feedback

22/Writing Policies and Procedures

23/Talent Management, Retaining your Talents

Page 10: Company profile 2013

1918 HR ManagementHR Management

STANDARDS PROFILE

STANDARDS PROFILE

This full day workshop analyzes the process of finding the best fit candidate for a specific post in an organization. It will explore the decision making process involved in choosing the most suitable candidate among a large pool of applicants.

Workshop Benefits• Define the Strategic Methods of Planning your Human Resources in a Way that Reaches the Overall Company Mission, Vision and Values

A person’s past performance on the job is an accurate indicator of how they will perform in the future. Therefore, it is important to ask the right questions in order to properly analyze potential candidates. This workshop will introduce the behavioral interviewing method, relevant questions to be discussed, and behavior on which to focus.

Workshop Benefits• Know the Different Types of Behaviors and How to Approach to Each One of Them

ADvANCED RECRUITMENTSTRATEGIES

BEHAvIORAL INTERVIEwING SkILLS

• Generate the Best Staffing Processes through Detecting the Demand of the Business Market and Finding the Best Fit for each Position

• Consider Environmental and Ethical Issues in Staffing

• Generate a Pre-recruitment Process

• Benefits and Odds: Internal or External Recruitment

• Know your Available Resources and Use them Efficiently

• Learn the Barriers you Might Face in an Interview

• Learn to Get the Information You Are Seeking from the Candidate through Asking Probing Questions

• Become More Attentive to Details

• Interact more Effectively with Candidates through Enhancing your Communication Skills

Agenda•Getting Started

•Types of Interviews

• Recruiting from Within, Promoting from Within

• Advantages of Having a Healthy HRIS

Agenda• Strategic Planning Human Resources• Forecasting Demand• Forecasting Supply & Markets Available• Recruitment Strategies and Methods• Recruitment Sources• Recruiting from the Applicant’s Point of View• Human Resources Information System (HRIS)

• Types of Behaviors

• he STAR Approach

• The Behavioral Dialogue

• robing Questions

• Follow up Questions

• Practice

It is essential that employees understand what is required of them in the workplace in order for them to reach their maximum potential. This workshop introduces the methods of developing a job analysis system that details all the tasks and responsibilities that are expected of each employee. This will help to clarify their roles and understand their duties within the organization.

Workshop Benefits• Define Job Descriptions

• onduct Job Analysis to Create Job Descriptions

• Know the Benefits of Having Job Descriptions

• Evaluate Employees Based on their Job Descriptions

• Evaluate Training Needs by Referring to the Job Descriptions

• Defining the Means of Conducting the Job Analysis Interview

• Skills and Tactics to be Used in the Analysis process

• Technical, Intellectual and Workgroups Jobs

Agenda• The Job Description

• The Job Analysis• An Overview of Job Analysis and its Relationship to Various Other Management Functions• Job Analysis Methodology

• Job Descriptions/Job Specifications

• What are Job Descriptions?

• What are Job Specifications?

• Job Descriptions & Job Specifications – The Differences

Employee training and development is vital for every business and is the key to success and satisfaction. Therefore, it is important to understand the relevance of the training needs analysis and evaluation. In this workshop, different levels of training evaluations will be discussed, as well as establishing and clarifying training needs for each employee.

Workshop Benefits• Differentiate between Training, Development and Education

• Assess your Training Needs and the Training Needs of your Staff

• Make Effective use of your Role with Respect to Trainings

• Presenting the Training Activities and Showing the Return on investment of the Training System

• Know how to Evaluate the Training Programs Given to your Staff

• Make Optimal Use of the Training by Ensuring Implementation Afterwards

Agenda•Differences among Training, Development, and Education

MANAgINg TRAINING

JOB ANALYSIS AND JOBDESCRIPTIONS

•Misconceptions Associated with Training

•Why Training Sometimes Fails

•The Role of a Manager with Respect to Training

•Training Needs Assessment

•Conditions that Impact Learning

•The Return on Investment of Training

•Motivating Employees to Attend Training and Development Programs

•Importance of Evaluating Training Programs

•Four Levels of Evaluation of Training Programs

• The Uses of Job Description and Job Specification

• Recruitment

• Selection

• Career Development

• Succession Planning

• Employee Relations

• Training

• Performance Appraisal

• Preparing the Job Description/Job Specification

NEEDS

Page 11: Company profile 2013

2120 STANDARDS PROFILE

STANDARDS PROFILE

This workshop analyzes fair grading systems and benefits. It will assist organizations in creating a balanced system that simplifies the job evaluation process. The finished structure will serve as a reference for the entire organization that can be utilized at all levels for development.

Workshop Benefits•Identify the Job Evaluation Methods Applied Internationally to Different Sizes of Companies

JOB EVALUATION ANDGRADING SYSTEM

SUCCESSION PLANNING

An organization must prepare for the evolution of its employees as a proactive and progressive process within the company. Therefore, it is important to have a contingency plan in order to facilitate a successful transition. This workshop will discuss the elements of a succession plan and how to prepare for the growth of personnel from within.

Workshop Benefits• Why the New Interest in Succession

• Best Practices in Succession Planning

• What are Talents? Do we acquire them? Do we nurture them?

• Development Activities

• Internal Leadership and Executive Education

• Succession Planning Programs and how they Work

• Meaningful Appraisal Programs

• Apply the Technical Training on the Job Evaluation Methods to your Company, Hence Resulting in Solid Grading Systems

• Practice the Job Evaluation Exercise in the Workshop, and Take the Tools Needed to Perform One Afterward

Agenda• Definition, Methods, and Applications

• Internationally Applied Methods

• Process Guidelines

• Job Evaluation Workshop

• Grading Structure

• Importance of the Grading system

• Salary Bands

• Benefit and Salary Scale

• Appropriate Selection Criteria

• How can we Measure Succession Planning Programs’ Efficiency

• HR Metrics and how they Link to Succession Planning

Agenda• What is Succession Planning and Management

• The Current Status of Succession Planning, What Researches Show

• Management, Technical, Social Succession Planning

• Ensuring Leadership Continuity in Organizations

• Trends Influencing Succession Planning

• The State-of-the-Art Approach

• Effective Succession Planning Programs

• Common Mistakes and Steps to Avoid

• The Life Cycle of Succession Planning

• Transformational Change System

• Competency Identification, Ethics and Values Clarifications

• Personal Goals and Linking them to Company Goals

• How we Use Competencies in Succession Planning

• Laying a Foundation for Succession Planning

• Best Practices vs. Common Business Practices

• Refining the Program

• Taking it from the Top

Employees can be motivated not only through financial rewards (base pay) but through incentives and benefits as well. This workshop discusses the importance of compensation and benefits in a business setting. Participants will learn how to create systems that attract talented candidates, retain quality employees and encourage superior performance.

Workshop Benefits• Know the Internal & External Factors Influencing the C&B Decisions

COMPENSATION AND BENEFITS

• Learn all about Individual Pay Determination

• Know the Types of Incentives

• Ensure Organizational Survival and Growth

• Use C&B in Restructuring Cases

Agenda• Attract High Quality Employees

• Retain High Quality Employees

• Stimulate High Performance

• Components of the C&B System

• Base Pay (wages)

• Incentives & Benefits

• The Basic Tools of the C&B System

• Wage Surveys

• Job Analysis/Evaluation

• Performance Appraisal

• Why Do Wages Differ?

• Differences by Industry and Occupation

• Differences Based on Individual Performance and Seniority

Supervisors and employees should meet regularly to discuss workplace performance, conduct and behavior. When necessary, disciplinary action may be taken in order to correct deficiencies. This workshop will explore present day counseling methods utilized in organizations for the purpose of attaining best performance.

Workshop Benefits• Define Counseling and Explain why it is Important

• Differentiate between Counseling, Feedback, and Disciplinary Action

• List 5 Reasons that Indicate an Employee Needs Counseling

COUNSELINg AND DISCIPLINARY PROCEDURES

• Explain why it is Important to Use a Structured Counseling Approach

• Analyze Different Situations for Employee Counseling

• Differentiate between the Counseling Loop on the Corporate Level & Employee Level

• Explain the Steps of Employee Counseling Based on who Requests Counseling

• Practice the Skill of Employee Counseling

Agenda• Employee Counseling and Wellness Services

• The Need for Employee Counseling

• Addressing Employee Well-Being

• Overview of Counseling Programs

• Employee Assistance Programs

• Identify Troubled Employees

• Motivate them to Resolve their Problems

• Provide Access to Counseling and Treatment

• Stress Management Interventions

• Dimensions of Work Site Wellness

• The Changing Significance of Industrial Discipline

• Arbitrators and Discipline

• Elements of the Just Cause Principle

• Degree of Proof in Disciplinary Cases

• Tests for “Just Cause” Employee Terminations

HR ManagementHR Management

Page 12: Company profile 2013

2322 STANDARDS PROFILE

STANDARDS PROFILE

Each person has unique biological, emotional, cognitive, and social forces that direct their individual behavior. Positive feedback serves as an overall motivating force in workplace satisfaction. This workshop will review the elements of a healthy work environment and discuss ways to motivate employees via performance feedback.

Workshop Benefits• Define Feedback

• Explain what are the Benefits and Consequences of Performance Feedback

• Define Standards and Explain their Relation to Performance Feedback on Both Corporate and Employee level

• Identify the 6 Rules of Effective Feedback and Explain why they are Important

MOTIvATION AND PERFORMANCE FEEDBACk

• List 3 Words or Phrases to Avoid During Feedback

• Name the Steps of Giving Performance Feedback

• Demonstrate (Observe) the Skill of Giving Feedback on Performance

Agenda:

• The Performance Management Cycle

• Performance Planning

• Managing Performance

• Appraising Performance

• Developing Performance

• Rewarding Performance

• Management Review 360 Degrees

• Performance Feedback from Peers

• Performance Feedback from the Boss

• Performance Feedback from the Staff

• Analyzing Performance Problems

• Writing Performance Plans

• Giving Performance Feedback

• Providing Coaching to Improve Performance

• Reinforcement Strategies to Ensure Continuous Improvement

• Creating a Development Plan

• Dealing with Difficult Situations During the Performance

The HR Department’s main goal is to align strategy with employee performance while adhering to policies and procedures. Employees must follow established guidelines in order to be successful in the workplace. This workshop will aid in identifying the specific needs of the organization hence writing effective policies and procedures for the organization to follow.

Workshop Benefits• Define Two Types of Variation and how SOP’s May be Used to Control Special Cause Variations

PROCEDURESWRITINg POLICIES AND

• Write an SOP’s Using an Appropriate Format

• Identify Important Steps and Sub-Steps

• Choose a Workable Level of Details

• Develop a Plan to Generate Buy-In from the Diary’s Worker, Managers and Advisors

Agenda• Reasons why People Need SOP’s

• The Performance Triangle

• System, Procedure, Steps and Variations

• Formats and Writing

• SOP Implementation and Improvement

• Seven Steps for Successful SOP’s

• STP Problem Solving Model

Talent management is an overall organizational strategy that gives a competitive advantage to those who implement such systems into their business environment. Research has proven that organizations that use talent management strategies and solutions exhibit higher performance in the workplace. This workshop will analyze the talent management process and focus on ways to retain valued employees.

Workshop Benefits• Know how to Map the Talent Needs of the Organization against Potential Employees

• Make the Case for Talent Management and Understand the Importance of Incorporating Talent Management into the Business Strategy

YOUR TALENTSTALENT MANAGEMENT, RETAINING

• Select from a Range of Different Approaches which Work in Attracting, Developing and Retaining Talent Create the Talent Management Plan

Agenda• What is a Talent

• Who Assesses Talents?

• The Healthy Mix of Talents in Organizations

• Incorporating Talent Management as a Strategy

• Hiring from Within, the Right Person, the Right Time

• How to Develop Leaders

• Technical, Managerial, and Social

Development of Talents

• Training Programs vs. Development Programs

• Long Term and Short Term Commitment

• Talent Management Planning

• Talent Management and its Relation to Succession Planning and Career Development

• Why Do Talents leave and How to Make them Stay

"The greatest thing in life is to keep your mind young "

HR ManagementHR Management

Page 13: Company profile 2013

BusinessSkills

Learn self-development tools that work successfully in business.This program brings together all the soft skills needed to perform a job, and enhance leadership, communication, time and stress management skills.Explore the latest creative, problem solving, decision making and team building skills. It will aid in:• Investing in company talent• Self improvement for business development• Creating an out-of-the-box management program• Building a strong intellectual team• Creating building blocks for further investment

26/Creativity Tools

26/Memory Techniques

26/Effective Decision Making27/Effective Problem Solving

27/Transactional Analysis

27/Telephone Techniques

28/Time and Stress Management

28/Business writing Skills

29/Corporate Communication Skills

29/Project Planning Skills

30/Managing Complex Situations

30/The Art of Being Interviewed

31/Building Effective Teams

Page 14: Company profile 2013

27Business Skills

STANDARDS PROFILE

This workshop will help identify several useful techniques to develop technical creativity to solve real life business problems. It recognizes a wide range of approaches as well as developing and generating new and innovative ideas.

Workshop Benefits• Become Intensely and Always Creative

• Increase your Ability to Solve Problems Efficiently and Effectively

• Master Ways to Generate Fresh and

CREATIvITy TOOLSInnovative Ideas Reliably

• Creativity as a Process of Thinking, Not as a Mode

• Solve Problems Efficiently, Effectively and Objectively

• Spot Opportunities that you Might Otherwise Miss

Agenda• Reversal and Scamper

• Attribute Listing, Morphological Analysis &

Matrix Analysis

• Brainstorming

• Random Input

• Concept Fan

• Reframing Matrix

• Provocation

• Do It

• Simplex

• Subconscious Problem Solving

This workshop will help strengthen the memory in regard to names, numbers, facts and a variety of other essential pieces of information. Different tools and techniques will be used that can be applied to daily life in the workplace as well as in everyday situations.

Workshop Benefits• Strengthen your Memory

• Improve Skills of Remembering Important Things

MEMORy TEChNIqUES• Reduce Clutter in our Memory

• Use Special Approaches for Remembering Different Types of Information

• Make Effective Use of Mnemonics

Agenda• Remembering Numbers, Letters

• Remembering Lists, Structured Information

• Creating Long Structures

• Tools for Improving you Memory

• Mnemonics

• Aide Memoires

Decision making is an ongoing process that presents itself on a regular basis in the workplace. This workshop will discuss the steps involved in making decisions and offer techniques to perform a cost-benefit analysis to help choose the best options.

Workshop Benefits• Select the Most Important Changes to Make

• Evaluate the Relative Importance of Different Options

EFFECTIvE DECISIONMAkING

• Select Between Different Options

• Choose between Options by Projecting Likely Outcomes

• Weigh the Pros and Cons of a Decision

• Analyze the Pressures For and Against Change

Agenda• Pareto Analysis

• Paired Comparison Analysis

• Grid Analysis

• Decision Trees

• PMI

• Force Field Analysis

• Six Thinking Hats

• Cost/Benefit Analysis

Effective communication is essential to success in the business world. Many transactions are still conducted via telephone both domestically and internationally. This workshop will discuss the mastery of telephone communications (specifically in customer service and sales) and cover telephone techniques and proper phone etiquette.

Workshop Benefits• Know the Basic Concepts of Handling Telephone Calls

• Use your Senses During the Call

• Gain Customer Satisfaction

TELEPHONE TEChNIqUES• Walk the Extra Mile• Assure you Get the Right Message Delivered in the Right Means• Ensure your Message is Understood and Followed Through

• Leave the Customer with a Positive Image about you and the Company you Represent

Agenda• You as a Communicator

• Know your Customers

• Successful Call Management

• Getting Results on the Phone

• Telephone Standards

• Steps to Remember

• Your Best Voice

• Golden Rules

• Statements to Avoid

• Taking a Message

• Placing a Caller on Hold

• Transferring a Call

• Closing the Conversation

Employees are often confronted with many issues on a daily basis that require problem solving skills. This workshop will cover the elements of problem solving and simplify the process so that individuals can manage issues in a rational manner.

Workshop Benefits• Define ‘Problem Solving’

• Explain Why It Is Important to Use a Structured Approach for Problem Solving

• Explain when Problems Need to be Solved

EFFECTIvE PROBLEMSOLVING

• List the 6 Steps of the Structured Problem Solving Model

• Explain How to Use the Fishbone Diagram to Identify the Root Causes of Problems

• Explain how to Use the Multi-Level Whys Technique to Identify Root Causes of Problems

• Practice Conducting Brainstorming Sessions to Generate Solutions for the Problem

• Explain how to Select the Best Solution to a Problem From Many Options

• Practice Solving Real Problems Using the 6-Step Model

Agenda• WHAT: Definition of Problem Solving

• WHEN & WHY: When to Solve Problems and Why Each Is Important

• HOW: 6 Steps of Problem Solving and Practice.

• WHERE & WHO: Preferred Place to Solve P roblems & Who Should be Involved

Transactional analysis is conducted in order to understand personality, and in turn, improve human relations. Therefore, self-analysis is essential to understanding oneself as well as others in the business environment. This workshop will analyze behavioral patterns and transactions as well as identify strategies for modification and stroking.

TRANSACTIONAL ANALYSISWorkshop Benefits• Know the TRIO in you• Learn how to Control Each One of the TRIO• Learn about your Feelings• Know When you are in a Positive Ego State and When you are in a Negative One

Agenda• What is Transactional Analysis?• What is the Aim of Transactional Analysis• The Contract• Ego States (Positive and Negative)• Basic Needs• The Drama Triangle• Basic Feelings

Page 15: Company profile 2013

2928 STANDARDS PROFILE

STANDARDS PROFILE

A typical business professional spends approximately %20 of their time writing in the workplace. Therefore, having advanced skills is essential to effective written communication. This workshop will develop business writing skills so that correspondence will be appropriate in format and professional in tone.

Workshop Benefits• Communicate Information Successfully

• Grasp the Attention of the Recipient

BUSINESS wRITINGSkILLS

• Get a Response

• Include all Necessary Information in a Clear Way

• Ensure that the Recipient will be Interested in Reading your Letter

• Keep Tangible Evidence and Referencing of your Work

Agenda• Forms of Formal Letters

• The Must/Can Use

• The Seven C’s of Business Writing

• Knowing the What, Who, Why and How of Formal Letters

• How to Address your Audience

• How to Make Sure that Information is Delivered Successfully and to the Right Person

• How to Organize your Letter

Today’s world is full of stress and commitments. Therefore, managing time and stress is essential to having a work-life balance. This workshop will demonstrate how to prioritize and manage time in a productive manner while still attending to all necessary duties and obligations.

Workshop Benefits • Value your Time and Make most Effective Use of it

• Prioritize your Tasks and Sort what Needs to be Done First According to Priority

• Set an Activity Log for Yourself

• Put an Action Plan to Work upon

• Prepare To- Do Lists

MANAGEMENT TIME AND STRESS

• Set your Goals Efficiently and Effectively

• Understand the Stress in your Life

• Test your Stress Potential and Manage it

• Manage your Work Overload

• Think Positive and Rationalize in Stressful Situations

Agenda • Finding out how Much your Time Is Worth

• Finding out what to Spend your Time On

• Knowing how you Really Spend your Time

• Planning to Solve a Problem-Action Plans

• Tackling the Right Tasks First

• Deciding on what to Achieve with your Time

• Planning to Make Best Use of your Time

• Stress Diaries

• Job Analysis

• Performance Planning

• Imagery

• Physical Relaxation Techniques

• Thought Awareness and Rationalization

• Rest, Relaxation and Sleep

• Burnout- Self Test

Communication skills on a corporate level are instrumental to success. This workshop will address the core elements behind successful communication and several practical techniques will be introduced. Through situational activities, participants will be able to implement the learned techniques in order to better understand the issues at hand.

Workshop Benefits• Define the Meaning of Communication

• Articulate the Various Myths Associated with the Communication Process within the Corporation

• Recognize and Steer Clear of Barriers to Successful Communication inside the Company

CORPORATE COMMUNICATIONSkILLS

• Employ your Body and Voice Effectively to Communicate in a more Positive Manner

• Use Simple and Clear Language to Ensure that your Message is Understood

• Adapt your Communication Style to Suit the Behavioral Characteristics of Others

• Differentiate between Active and Passive Listening; and

• Use Active Listening Skills

Agenda• Definition of Communication

• Myths of Communication

• Barriers to Effective Communication

• Nonverbal Elements of Communication

• Verbal Elements of Communication

• Behavioral Characteristics

• Identifying Others Styles

• Communicating with Other Styles

• Listening – Is It Important?

• The Listening Process – A Four Step Approach

• Active and Passive Listening

• Transactional Analysis

Project planning is a specialized skill that is needed in many positions in an organization. Employees must manage tight schedules and resources while delivering timely results within budget. This workshop will address the skills and steps needed to successfully plan projects and achieve company goals.

Workshop Benefits• Grasp Some Important Project Planning Techniques

• Know How to Plan Projects so that they Can be Completed on Time and Within Budget

PROJECT PLANNINGSkILLS

• Prioritize the Jobs that Must be Completed so that You Meet the Most ImportantDeadlines, when Projects Run into Difficulties

• Decide when and how to Take Remedial Action to Bring a Project Back on Course

• Know how to Manage Communication with Key Project Stakeholders to Win their Support and Improve the Project’s Chances of Success

Agenda• Estimating Time Accurately

• Managing Simple Projects

• Project Planning and Scheduling- Gantt Charts

• Planning for Large or Complex Projects- Critical Path Analysis & PERT

• Effective Planning for Important Projects- The Planning Cycle

• Planning Large Projects and Programs

• Stakeholder Management

Business SkillsBusiness Skills

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30STANDARDS PROFILE

Complex situations are often presented in a business environment. Therefore, employees must be prepared to handle a variety of circumstances that occur regularly in the workplace. This workshop will examine how to effectively handle complex situations, and in turn, build better relationships and enhance overall job satisfaction.

Workshop Benefits• Make Maximum Use of Information You Have at Hand

• Use Effective Tools and Special Techniques to Study all Aspects of the Situation

SITUATIONSMANAgINg COMPLEx

• Know All the Factors that are Affecting the Situation

• Analyze the Risks and Evaluate the Solutions

• Finally, Come Up with the Most Suitable Method of Handling the Situation

Agenda• Extracting Maximum Information from Facts

• Understanding Problems in Detail

• Identifying Possible Cause of Problems

• Understanding the Way Factors Affect One- Another

• Analyzing Strengths, Weaknesses, Opportunities and Threats

• Making Forecast with Spreadsheets

• Methods of Risk Analysis

• Understanding Power in Business Situation

• Understanding “Big Picture” Forces of Change

• Excellence in the Things that Matter to Customers

Interviewing is the first step toward obtaining employment in an organization. There are many important elements which are standard in interviewing practices. This workshop will prepare applicants for the interviewing process, build confidence, and enhance overall performance during the session.

Workshop Benefits• Reflect a Positive Image about Yourself

THE ART OF BEINGINTERVIEwED

• Show that You Are Fit to the Position Available

• Give them a Reason to Hire You

• Play your Winners

• Maintain a High Self-Confidence

Agenda• The Interviewing Process

• Preparing yourself before the Actual Interview (research, notes, questions, etc.)

• Eliminating Distracters

• Dress to Impress, Dress for Success

• The ROI’s (Return on Investment)

• Follow Up After the Interview

Teamwork is essential within most organizations in today’s business environment. Therefore, individuals must be comfortable working with others while understanding their specific role on a team. This workshop will introduce skills and tools that employees can use in order to enhance team performance and become more successful in their role as a team participant.

Workshop Benefits• Differentiate between Work Groups and Teams

BUILDINg EFFECTIVETEAMS

• List the Necessary Preconditions for Implementing a Team Approach

• Diagnose Current Level of Team Functioning

• Identify Characteristics of Effective Teams

• Describe the Stages of Team Growth and Identify Skills Necessary for Each Stage

• Describe Common Team Problems and How to Handle Them

Agenda• A Group of People Working Together vs. a Team

• Why Do We Want Teams Rather Than Just Work Groups?

• Stages of Team Growth

• Case Study

• Team Motivation

• Individual Thrive for Success Within a Team

• Team Conflicts and Resolutions

• Dealing with Common Problems in Teams

Business Skills

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32Business Leadership Skills

STANDARDS PROFILE

Business Leadership Skills

The Business Leadership Program is designed for senior managers and executives who are prepared to stretch and develop themselves in order to lead their organization forward to the next level.Intensive competition for resources and demand for high performance are putting pressure on organizations to become more flexible, more results-focused, and more responsive. To meet such challenges, organizations require capable leaders that can prudently influence and inspire others with well articulated visions that are strategic, persuasive and measurable.The Business Leadership program provides individuals with a leadership framework that assists them to set strategic goals, communicate ideas, effectively lead and successfully sustain high performance teams and deliver results.

34/The Pyramid of Leadership

34/Leading Dynamic Teams

35/Effective Team Leading

Page 18: Company profile 2013

3534 Business Leadership SkillsBusiness Leadership Skills

STANDARDS PROFILE

STANDARDS PROFILE

In order to be successful in today’s business world, individuals should demonstrate superior leadership skills. The Pyramid of Leadership is a customized tool designed by STANDARDS to empower individuals and allow them to recognize their abilities and potential to be true leaders. This workshop will aid participants in developing innovation, flexibility and self-awareness in relationships with colleagues and peers.

Workshop Benefits• Use these Competencies Effectively to Create and Lead Teams

• Ensure a Win-Win Situation when Dealing with Conflicts between your Team Members

• Know how to Assess Situations and Deal with them Accurately

LEADERShIPTHE PYRAMID OF

• Know your Competencies as a Leader

• Strengthen Teamwork

• Strengthen your Teams Communication Skills

• Detect Problems Quickly and Solve them Immediately

• Build a Reliable Relationship with your Customers through Developing your Communication and Interpersonal Skills

Agenda• Leadership Competencies

• Leadership Abilities

• Visioning

• Create And Lead Teams

• Foster Conflict Resolutions (Win-win)

• Assess Situations Quickly And Accurately

• Coaching And Training

• Implement Employee Involvement Strategies

• Teamwork

• Communicating

• Self –Direction

• Creative Problem Solving

• Interpersonal Skills

• Manage Client Relationships

• Build Appropriate Relationships

• Flexibility

• Professionalism

• Business Acumen And Technical Competency

Teams, if used effectively, can add to the overall productivity of an organization. Dynamic teams are highly motivated and create a positive work environment for their peers. This workshop will address the main aspects and procedures to follow in creating a successful team, tools to increase team performance and elements of a successful team.

Workshop Benefits:• Develop High-Performance Teams

• Work Together to Achieve Team Goals

• Assume Responsibility and Accountability

• Handle Challenges through Team Communication

• Create Mutual Trust, Support, and Collaboration

LEADINg DYNAMIC TEAMSAgenda:ONE: The Power of Effective Teamwork• The Benefits of Teamwork

• What is a “Team”?

• A Good Starting Point

• High-Performance Teamwork

• Understanding Your Team

• Team Stage EvaluationTWO: Five Keys to Team Success• Crystallize Your Thinking

• Develop a Plan of Action for Your Goals

• Develop Sincere Desire

• Develop Supreme Confidence

• Develop Dogged Determination

• Team Plan of Action

• Personal Development Plan

• Problem Solver

THREE: High-Performance Teamwork• The Cornerstone of Teamwork

• Trust Creates Respect, Synergy, and Success

• Assuming Responsibility

• Being Accountable

• Communicating for Results

• Celebrating Your Success Levels of Trust

• Communication Strengths

• Opportunities for Growth

It is necessary to have effective team leaders in order to guide workers towards productivity and success. This workshop will assist managers in identifying talent within an organization, enhance team building, and discuss techniques for empowering employees under the leadership of higher management.

Workshop Benefits• Apply the concepts and skills needed to be an effective team leader or member

• Effectively manage facilitation of teams

• Implement teams within their organizations and create a team-based culture

• Examine the functioning of their real- life team and determine ways to improve productivity and morale

EFFECTIvE TEAMLEADING

• Be able to measure and monitor team productivity and morale

Agenda• Self awareness and other awareness – assess your leadership style and identify strengths and weaknesses

• The fundamentals of effective leadership – define the keys to leading teams successfully

• Strategic problem-solving and decision- making – become an inventive, logical decision maker using a structured way to approach, dismantle and solve problems

• The differences between managers and leaders – identify the differences

• The art of using negotiations, power and influence effectively

• Communication tactics when leading teams learn how to engage effectively with others, set clear expectations and manage language and cultural barriers with local and remote teams.

"Leadership is leaving everything and everyone you touch, a better one "

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Corporate Social ResponsibilityThe purpose of the Corporate Social Responsibility program is to offer individuals an experience-based, integrative exposure to this emerging and dynamic field of business practice. Participants who complete the requirements for the Corporate Social Responsibility program will have developed the ability to recognize the strategic dilemmas and opportunities for all aspects of the firm in implementing Corporate Social Responsibility strategies. They will also bring to their firms leading edge thinking in Corporate Social Responsibility which is the business issue of the 21st century.

38/Introduction to CSR

38/Integrating CSR into your Business

39/HR- CSR Main Enabler

Page 20: Company profile 2013

3938 Corporate Social ResponsibilityCorporate Social Responsibility

STANDARDS PROFILE

STANDARDS PROFILE

Corporate social responsibility defines an organization in regard to its behavior toward consumers, employees, stakeholders, the community and environment. It is essential that a company have a realistic yet progressive policy that addresses all the groups involved in a positive way. This workshop will introduce the elements of corporate social responsibility and discuss the components that are necessary for a successful and effective CSR policy.

Workshop BenefitsThis workshop will engender a clear understanding of CSR concepts, trends, and components. It will provide participants

SOCIAL RESPONSIBILITYINTRODUCTION TO CORPORATE

with essential elements to consider when implementing CSR initiatives.

Agenda• History and Concept Evolution of CSR

• The Business Case of CSR

• CSR Pillars

• CSR Communicating Strategies

• Corporate Sustainability

Who should attend?Individuals interested in CSR including students

“Introduction to Corporate Social Responsibility” is a pre-requisite for “Integrating CSR into your Business workshop” and “HR Corporate Social Responsibility’s Main Enabler”

Having a solid and functioning corporate social responsibility policy guides the organization and aids it in making important decisions. In this workshop, participants will acquire knowledge, skills and tools to use in the implementation of a corporate social responsibility policy within an organization.

Workshop BenefitsThis workshop will present participants with a systems based approach to implement a CSR program in their organization. The process will be examined in detail drawing on information and structured used in several different sectors.

“Introduction to Corporate Social Responsibility” is a pre-requisite for this workshop”

INTO YOUR BUSINESSSOCIAL RESPONSIBILITY INTEgRATINg CORPORATE

Agenda• Corporate Sustainability

• Process of Embedding CSR into an Organization

• Tools to Drive Change

• CSR Communication Strategies

• Streamlining CSR Policies

• Generate a CSR Strategy

• Create or/and Enhance CSR Initiatives

• Measurement Tools

• Sustainability Reporting

Who should attendIndividuals whose roles involve CSR activities, CSR team managers, and HR professionals who need to develop CSR plans

The Human Resources Department plays an important role in setting the corporate social responsibility platform in an organization. Therefore, HR professionals must acquire in-depth knowledge of their critical role in the policy. In this workshop, strategic opportunities between HR and CSR will be identified and participants will explore techniques to drive change and successfully implement an effective policy.

Workshop BenefitsThis workshop will clarify strategic opportunities between Human Resources and Corporate Social Responsibility.Participants will be provided with effective

HR: CORPORATE SOCIALRESPONSIBILITY’SMAIN ENABLER

“Introduction to Corporate Social Responsibility” is a pre-requisite for this workshop”

tools, techniques, checklists and methods to propel the drive for change and expedite success to maximize overall organizational effectiveness.

Agenda• HR’s Leadership in Advocating CSR

• CSR: A Strong Value Proposition for HR

• Strategy Alignment

• Roadmap for Cooperation

Who should attend:Individuals whose roles involve CSR activities, HR practitioners and HRM students

"Business social responsibility should not be coerced; it is a voluntary decision that the entrepreneurial leadership of every company must make on its own " John Mackey

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41Customer Service Excellence

STANDARDS PROFILE

Customer Service Excellence

High standards of customer care are critical to the success of any organization, and executives in customer service are expected to play an important leadership role in implementing company guidelines for interaction with customers. The Customer Service Excellence program would help prepare participants for such a demanding role by offering a comprehensive overview and formal development trainings of customer service.

Workshop Benefits• Recognize that Service Delivery is an Individual Response Value

• Understand how an Individual’s Behavior Impacts the Behavior of Others

• Develop more Confidence and Skill as a Problem-Solver

• Communicate more Assertively and Effectively

• Make Customer Service a Team Approach

Agenda• What is Customer Service?

SERVICE SkILLSMASTERINg CUSTOMER

• Who Are Your Customers?

• Meeting Expectations

• Presenting Yourself Properly

• Setting Goals and Targets

• Standards

• Communication

• Telephone Techniques

• Managing the Talkative Caller

• Dealing with Difficult Callers

• Dealing with Challenges

• Increasing Your Assertiveness

• Dealing with Difficult People

• Dealing with Conflict

• The Problem Solving Process

• Seven Steps to Customer Problem Solving

• The Recovery Process

• Eliminating Customer Service Problems

• Service PRIDE is a Team Effort

• Doing Your Part

• Dealing with Stress

Workshop Benefits: • Manage Customer Service Effectively and Proactively, through Motivating and Inspiring your Teams

• Identify Clear Standards for Quality and Customer Service

• Meet Customer Needs through Strong Commitment

• Increase Teamwork and Collaboration toward Shared Service Goals

• Identify Techniques for Continuous Quality Improvement in Service Delivery and Teamwork

• Creating a Culture that Supports Great Customer Service

• Coach, Inspire and Empower your Teams

SERVICE TEAMSLEADINg CUSTOMER

Agenda: • Manager and Customer Service Excellence

• Fundamental Concepts of Customer Service Teams

• Setting and Communicating Objectives

• Putting the Customer First

• External Customer and Internal Customer

• Gathering, Analyzing and Interpreting Customer Feedback

• Coaching

• Human Emotional Resources

• Action Centered- Leadership

• Creating a Customer Focused Culture

• Team Communication

• Delegation and Empowerment

• Risk Assessment in Customer Service Teams

• Handling Conflict

• A Positive Approach to Complaints

• Using Customer Service as a Competitive Tool

• Empower to Innovate

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MarketingManagement

Marketing Management is one of the most important functions within any business, as it involves the continuous promotion of that particular enterprise. Marketing techniques are applied in various ways to market specific products or services, and marketing managers are therefore responsible to ensure that customers’ demands are met. This needs to be done in a cost-efficient and effective manner in order for businesses to be successful in the global market.Marketing Management is directly linked to the success of any business enterprise and therefore the demand for competent Marketing Managers is always high. This program would offer you efficient Marketing Management Strategies so as to understand the operations of a business and the market in which they operate.

44/Basic Marketing Tools

44/Consumer Markets and Consumer Behavior

45/Business Markets and Business Buyer Behavior45/Customer-Driven Marketing Strategy- Creating Value for Target Customers46/Marketing Channels- Delivering Customer Value

46/Blue Ocean Methodology

47/Premium Merchandizing Techniques

47/Communicating Customer Value- Integrated Marketing Communication Strategy

48/Social Media48/Above The Line vs. Below The Line

49/Modern Trade Management - key Accounts Management49/Brand Management- From Portfolio Management to Market Reporting

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4544 Marketing ManagemetMarketing Managemet

STANDARDS PROFILE

STANDARDS PROFILE

Marketing has long been considered an essential part of building business. It is important that a company recognize this need and use it to their advantage in order to expand business, retain their customers and attract new ones. This workshop will review the basic elements and principles behind marketing, as well as the marketing mix and study that are essential to any successful marketing plan.

Workshop Benefits• Understand the Products Portfolio Management

• Recognize Fundamental Marketing Principles

• Learn about the Relationships between

BASIC MARkETINGTOOLS

Corporate Strategic Planning and Marketing Planning

• Have a Framework for Developing a Strategic Marketing Plan

• Gain Insights into the Fundamental Components of the Marketing Mix

• Use some Marketing Tools and Techniques

• Be able to Relate Marketing Principles to your Specific Area of Responsibility

Agenda• The 4 Tactic ‘P’s

• The 4 Strategic ‘P’s

• Marketing Matrix

• Marketing Intelligence

• Focus Groups

• Segmentation

• Product Management

• Strategic Planning

• Offensive Marketing

• Defensive Marketing

• Guerilla Marketing

• Product Portfolio

• Positioning

• Private Labels

A closer look will be taken at the most important aspect of the market which is the customer. The aim of this workshop is to study how customers think and act. To have an effect, marketers must firstly understand the whys. A look will be taken at the consumer buying influences and processes.

Workshop Benefits• Construct a Simple Model of Consumer Behavior• Identify the Four Major Factors that Influence Consumer Behavior• Identify the Major Types of Buying Decision Behavior and the Stages in the Buyer Decision Process• Determine the Adoption and Diffusion Process for New Products

CONSUMER MARkETS AND CONSUMER BEhAVIOR

Agenda• Model of Consumer Behavior

• Characteristics Affecting Consumer Behavior

- Cultural Factors

- Social Factors

- Personal Factors

- Psychological Factors

• Types of Buying Decision Behavior

- Complex Buying Behavior

- Dissonance-Reducing Buying Behavior

- Habitual Buying Behavior

- Variety-Seeking Buying Behavior

• The Buyer Decision Process

- Need Recognition

- Information Search

- Evaluation of Alternatives

- Purchase Decision

- Post purchase Behavior

• The Buyer Decision Process for New Products

- Stages in the Adoption Process

- Individual Differences in Innovativeness

- Influence of Product Characteristics on Rate of Adoption

A closer look will be taken at the business customers, those who buy goods and services to produce their own products and services, or for their resale to others. Business-to-Business Markets and creating superior customer value will be studied in this workshop.

Workshop Benefits• Determine how Business Markets Differ from Consumer Markets

• Identify the Major Factors that Influence Business Buyer Behavior

BUSINESS MARkETS AND BUSINESSBUYER BEhAVIOR

• Identify the Business Buying Decision Process

• Compare the Institutional and Government Markets and Explain how Institutional and Government Buyers Make their Buying Decisions

Agenda• Business Markets

- Market Structure and Demand

- Nature of the Buying Unit

- Types of Decisions and the Decision Process

• Business Buyer Behavior

- Major Type of Buying Situations - Participants in the Business Buying Process

- Major Influences on Business Buyers

- The Business Buying Process

- E-Procurement: Buying on the Internet

• Institutional and Government Market

A look further will be taken into key customer-driven marketing strategy decision: dividing up markets into meaningful customer groups (segmentation), choosing which customer groups to serve(targeting), creating markets offerings that best serve targeted customers (differentiation), and positioning the offerings in the minds of consumer (positioning).

Workshop Benefits• Identify the Major Steps in Designing a Customer-Driven Marketing Strategy

• Determine the Major Bases for Segmenting Consumer and Business Markets

FOR TARGET CUSTOMERSSTRATEGY: CREATING VALUECUSTOMER-DRIvEN MARkETING

• Recognize how Companies Identify Attractive Market Segments and Choose a Market-Targeting Strategy

• Determine how Companies Differentiate and Position their Products for Maximum Competitive Advantage

Agenda• Market Segmentation

- Segmenting Consumer Markets

- Segmenting Business Markets

- Segmenting International Markets

- Requirements for Effective Segmentation

• Market Targeting

- Evaluating Market Segments

- Selecting Target Market Segments

• Differentiation and Positioning

- Positioning Maps

- Choosing a Differentiation and Positioning Strategy

- Communicating and Delivering the Chosen Position

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4746 STANDARDS PROFILE

STANDARDS PROFILE

This workshop will examine the nature and design of marketing channels, as well as management decisions. Then there will be an examination of an area that is growingdramatically which is distribution/logistics.

Workshop Benefits• Interpret why Companies Use Marketing Channels and Determine the Functions these Channels Perform

• Detect how Channel Members Interact and how they Organize to Perform the Work of the Channel

• Identify the Major Channel Alternatives Open to a Company

• Determine how Companies Select, Motivate, and Evaluate Channel Members

• Examine the Nature and Importance of Marketing Logistics and Integrated Supply Chain Management

Agenda• Supply Chains and the Value Delivery Network

• The Nature and Importance of Marketing Channels

- How Channel Members Add Value

- Number of Channel Levels

• Channel Behavior and Organization

- Channel Behavior

- Vertical Marketing Systems

- Horizontal Marketing Systems

- Multichannel Distribution Systems

- Changing Channel Organization

• Channel Design Decisions

- Analyzing Consumer Needs

- Setting Channel Objectives

MARkETINg ChANNELS: DELIVERINGCUSTOMER VALUE

- Identifying Major Alternatives

- Evaluating the Major Alternatives

- Designing International Distribution Channels

• Channel Management Decisions

- Selecting Channel Members

- Managing and Motivating Channel Members

- Evaluating Channel Members

• Marketing Logistics and Supply Chain Management

- Nature and Importance of Marketing Logistics

- Goals of the Logistics System

- Major Logistics Functions

- Integrated Logistics Management

BLUE OCEAN METhODOLOGYBlue Ocean Methodology introduces principles used by companies to create and capture “blue oceans,” thus eliminating the competition. In this workshop, the methodology will be reviewed and a wide range of strategic moves across different industries will be examined. Participants will learn how to formulate and execute their own strategies.

Workshop Benefits• Differentiate between the Market (RED OCEAN) and the BLUE OCEAN (the new THING)

• Understand and Embracing Innovation

• Become Familiar with Using the Secret Marketing Weapons

• Implement Blue Ocean Charts

• Create New Strategies

• Overcome Resistance Controlling the Process

• At the End of this Program, Attendees will be Working Together to Build their Own Blue Ocean Strategy

Agenda• Flying Over the Traditional Red Ocean

• Delving into the Marketing Strategy Process One Last Time

• Innovation and Creativity: Who is Willing to Get On Board

• Marketing Trends and Gimmicks

• The Secret Weapons

• Below The Line Marketing (BTL)

• Ambush Marketing

• Network Marketing

• Transforming Marketing Integration into Strategy

• Charting the Blue Ocean

• Becoming Strategic

• Looking Beyond Market Demand

• Overcoming Hurdles and Resistance

• Becoming Operational

• Sustaining the Process

• Captain on Board: Building your Own Blue Ocean Strategy

Companies must do more than just create customer value; they must also use promotion to clearly and persuasively communicate that value. In the beginning the various marketing mix tools will be introduced. Next there will be an examination of the rapidly changing communications environment and the need for integrated marketing communication. Finally there will be a discussion of the steps in developing marketing communications and the promotion budgeting process.

Workshop Benefits• Identify the Five Promotion Mix Tools for Communicating Customer Value

• Examine the Changing Communications Landscape and the Need for Integrated Marketing Communications

COMMUNICATINg CUSTOMER VALUE: INTEGRATED MARkETING COMMUNICATION STRATEGY

• Determine the Communication Process and the Steps in Developing Effective Marketing Communications

• Interpret the Methods for Setting the Promotion Budget and Factors that Affect the Design of the Promotion Mix

Agenda• The Promotion Mix

• Integrated Marketing Communications

- The New Marketing Communications Model

- The Need for Integrated Marketing Communications

• Steps in Developing Effective Marketing Communication

- Identifying the Target Audience

- Determining the Communication Objectives

- Designing a Message

- Choosing Media

- Selecting the Message Source

- Collecting Feedback

• Setting the Total Promotion Budget and Mix

- Setting the Total Promotion Budget

- Shaping the Overall Promotion Mix

- Integrating the Promotion Mix

• Socially Responsible Marketing Communication

- Advertising and Sales Promotion

- Personal Selling

Companies must utilize good merchandising methods as well as other proven techniques such as trade marketing and offers in order to be successful in today’s marketplace. This workshop will focus on increasing the sales of an organization. In addition, it will examine displays, merchandising arrangements and below the line activities in order to make the retail sales experience more successful and rewarding for all involved.

Workshop Benefits• Identify the Merchandising Techniques

PREMIUM MERChANDIzINGTEChNIqUES

• Provide Individuals with a Full Awareness of the Various Merchandising Needs for any FMCG Business Category

• Use Creatively Below The Line Activities to Enhance the Customers’ Sales Experience

• Manage Shelf Place Effectively

• Promote Creative Displays

• Increase Sales Revenue through Effective Merchandising

Agenda• Define and Understand the Key Accounts

and the FMCG Business

• In-Store Circulation and Hot Spots

• Various Merchandising Techniques

• Competencies and Role of an Efficient Merchandiser

• Competencies and Role of an Efficient Merchandising Manager

• Marketing Warfare Strategies

• In-Store Communication

• Merchandising Feedback Tools

Marketing ManagemetMarketing Managemet

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4948 STANDARDS PROFILE

STANDARDS PROFILE

Globalization and technology have changed the world, making the business environment more competitive. Many new communication tools, including social media, are giving companies exposure on the web and through mobile technology. This workshop will discuss the elements of social media and how it can be used as a competitive advantage.

Workshop Benefits• Identify Key Social Networks and Types

• Apply Key Social Networks to your Business

Above The Line and Below The Line are tools and techniques that are used to market products or brands. This workshop will discuss the dynamics of each method and discuss the advantages and disadvantages of each. It will also examine the correct usage of each concept with the appropriate reasoning behind the decision.

Workshop Benefits• Master the ATL and BTL Tools

• Set an Efficient Marketing Interface, Combining Both Tools

SOCIAL MEDIA • Determine what Social Media can do to your Business

• Understand how to Develop a Social Media Strategy and Implement a Measurement System

• Grasp how to Set up Profiles, Get Startedand Manage your Social Media Activity Going Forward

Agenda• History of Social Communication

• Various Social Communication Tools

• Internet Advertising

• Facebook

• Twitter

• YouTube

• LinkedIn

• Facebook Advertising Strategies

• Blogs

• Community Management / Community Managers

ThE LINEABOvE ThE LINE VS. BELOw

• Identify Effective and Creative In-Store Activities and Sales Promotions • Identify ATL and BTL Trends• Increase Customers’ Acquisition, Retention and Loyalty Development

Agenda• Various Above The Line (ATL) Tools

• How to Choose an Efficient Media

• Contact with Advertising Agencies and Booking Agencies

• New Above The Line Tools

• Efficient Above The Line Campaigns

• Branding Events

• Various Below The Line (BTL) Tools

• In-Store Activities

• Sales Promotions

• ATL/BTL Strategy

• Customers Retention

The key account manager serves as the main contact between any organization and a retailer. It is their job to ensure that the objectives of both parties are met through a win-win relationship. This workshop will demonstrate the necessary techniques used to manage and strengthen relationships with key accounts, and in turn, will lead to profitable growth and success.

Workshop Benefits• Master the Key Account Management Techniques

• Master the Sales and Merchandising Supervision Skills

MODERN TRADE MANAGEMENT – kEY ACCOUNTS MANAGEMENT

• Identify Key Account Managers’ KPIs and Deliverables

• Achieve Long Term Sustainable and Professional Relationship with Key Accounts

• Identify Effective and Creative In-Store Activities and Sales Promotions

• Identify the “Key Success Factors” to Achieve Effective Merchandising

Agenda• Defining the Key Account

• Sales Management skills

• Full Understanding of the Purchasing Managers Strategies

• Role of a Key Account Manager

• Merchandising and Displays

• Set the Yearly Business Deal Agreement

• Set Controlling Tools

• In-Store Activities and Events

• Loyalty Programs

It is important that a company oversee all aspects of brand management so that an organization can assess the success of a product. This workshop will cover the essential elements of marketing, as well as introducing new products for a specific target market. In addition, it will discuss new products, the customer-level adoption process, market reporting, forecasting and feedback.

Workshop Benefits• Equip Participants with the Core Knowledge and Skills Necessary to Successfully and Profitably Manage a Brand

PORTFOLIO MANAGEMENT TOMARkET REPORTING

BRAND MANAGEMENT: FROM

• Successfully Define, Measure, Position, Revitalize, and Track the Brand

• Identify the Key Challenges of Brand Management

• Gain a Significant Strategic Edge over Competitors and also Add Significant Value to Participants’ Personal Equity within their Organization

Agenda:

• Portfolio Management

• Purchasing Forecasting

• Price and Positioning

• Sales Forecasts

• Yearly Budgets

• Launching Strategies

• Supplier/Distribution Concept

• Contact with Ad Agencies

• Market Reporting

• Understanding Various Figures

• Coordination with Sales and Merchandising Teams

Marketing ManagemetMarketing Managemet

Page 26: Company profile 2013

Coaching

Six Sigma

Coaching is rooted in developmental psychology and is commonly applied in organizational settings. Coaching is associated with team building, executive coaching, management coaching, life-skills coaching, career development and personal and professional development.This program equips you in the knowledge and skills of coaching and highlights its importance in today’s business world.

Six Sigma provides businesses with the tools to improve the capability of their processes, leading to defect reduction and vast improvements in profits. Companies with an effective infrastructure that remains consistent with the classic Six Sigma system realizes dramatic income improvements - often immediately after implementation. The objective of Six Sigma is to improve profits through defect reduction, yield improvement, improved customer satisfaction, and best-in-class product / process performance.This program would help aspiring professionals to achieve targets and goals of improved performance and profitability within their organization.

52/Coaching Your Emotions

52/Desicions Make Destinies

Page 27: Company profile 2013

5352 Six SigmaCoaching

STANDARDS PROFILE

STANDARDS PROFILE

Managing emotions in a stressful workplace is a daily challenge. This workshop will focus on tools and techniques that can be used for controlling behavior and bringing about positive outcomes in a variety of different situations. Both one on one and group activities will be used in the session.

Workshop Benefits:• Better Understand Your Thought Process

In life, it is important to develop character and continuously challenge oneself in order to become more experienced and mature. This workshop will explore personal leadership and self-development skills that will aid participants in setting and attaining relevant life goals.

• Make the Right Decisions to Achieve Optimal Results

• Change Thoughts and Attitudes in Communication in Order to Gain Better Control

EMOTIONSCOACHINg YOUR

• Think Rationally in Order to Improve Emotional Control in a Variety of Situations

• Manage Emotions that Can Potentially Hinder Your Performance

• Learn Simple yet Powerful Tool of Self-Control

Agenda:• Mind Reading

• Always or Never Thinking

• Either- or Thinking

• Catastrophizing

• Misuse of the word SHOULD

• Believing what you make up

DESTINIESDECISIONS MAkE

• Manage Fears and Set Attainable Goals

• Balance and Maintain Relationships

• Strengthen Influence and Emotional Intelligence

The seminar will discuss the following topics, bring attention to them, and provide the starting point for their implementation:

• Planning and Goal Setting

• Attitudes towards people

• Self Image

• Tracking and Feedback

• Cracking the Balance

• Commitment

• Saying NO (When, Where and How)

• Listening Skills

• Self Direction

Six Sigma is a disciplined, data-driven approach and methodology for eliminating defects (driving toward six standard deviations between the mean and the nearest specification limit) in any process, from manufacturing to transactional and from product to service.The fundamental objective of the Six Sigma methodology is the implementation of a measurement-based strategy that focuses on process improvement and variation reduction through the application of improvement projects. As a result, Six Sigma is a measure of quality that strives for near perfection. This workshop will cover the disciplined, data-driven approach and methodology for eliminating defects in any process.

Workshop Benefits• Key Concepts and Methodologies of Lean Six Sigma

SIx SIGMA• Key Elements of a Six Sigma Management System

• The Challenges and Benefits of Implementing Six Sigma

• How to Align the Business’ Strategic Objectives and Six Sigma Initiatives

• Their Role as Six Sigma Champions and Leaders

Agenda• Six Sigma Introduction

• Understanding Inconsistency

• Challenges and Benefits

• Define, Measure, Analyze, Improve & Control (DMAIC) Improvement Model

• Project Leader and Team Selection

• Role of Project Sponsors

• Toll Gate Reviews

• Implementation Roadmap

• Developing a Six Sigma Strategy and Change Management Plan

• Six Sigma Management System

• Role of Business Process Management

• Management Dashboard

• Six Sigma Council

• Selecting and Reviewing Projects

• Six Sigma Leadership

"You can motivate by fear, and you can motivate by reward. But both those methods are only temporary. The only lasting thing is self motivation "

Homer Rice

Page 28: Company profile 2013

Organizations in virtually every industry rely on supply chain managers to oversee some of the most essential processes to keep their businesses moving in a global marketplace. Synchronizing the flow of products, information, and funds is becoming increasingly complex with products that move across continents daily and deadlines that directly affect a company’s profitability.Supply Chain Management program can give you the ability to develop supply chain solutions for your organization as you gain an understanding of how companies use supply chain networks to acquire, produce, and deliver goods and services domestically and worldwide.

Supply Chain Management

During this workshop, explore three fundamental design concepts: component commonality, modularity vs. integral design, and universality, and a cost/benefit framework showing what to expect as you integrate these ideas into product design plans. Learn process improvements such as postponement, mass customization, re-sequencing production operations, and shifting the push-pull point; these design changes can significantly improve the performance of your supply chain.

Agenda• Introduction; Component Commonality, Modularity, Modular vs. Integral Design

SUPPLY ChAIN MANAGEMENTPRODUCT AND PROCESS DESIGN FOR

• Universality

• Framework for Costs and Benefits

• Benefits of Design Changes

• Benefits of Design Changes, Continued

• Postponement: The Deskjet Printer

• Postponement Costs and Benefits (Deskjet Printer, continued)

• A Quick Estimate of Postponement Benefits from Reduced Inventories

• Packaging Postponement

• Postponement via Software

• End-of-Life and New Product Situations

• Process Design for Postponement

• Mass Customization

• Incentive Issues

Tender design can play an important role in preventing bid-rigging, whilst at the same time increasing the likelihood of detection. Procurers are, therefore, key players in this effort. This training workshop aims to consolidate current best practices in this area and the practices learned will become an essential part of every procurer’s skills and methods.

TENDER DESIGNAgenda• The proposal Schedule

• RFP Analysis and Proposal Planning

• The Proposal outline

• Writing the proposal

• Knowing your audience

• Language and Usage

• Logical structure

• Visual Cues

• Common Reasons for tender failures

• Tender Action Words

Page 29: Company profile 2013

5756 Supply Chain ManagementSupply Chain Management

STANDARDS PROFILE

STANDARDS PROFILE

This workshop introduces Supply chain management as the new method of managing raw material procurement, storage, production, packaging, logistics and distribution. During this workshop you will be able to acquire the best practices in the latest in Supply Chain management.

Agenda• Introduction to Supply Chain Strategies

FUNDAMENTALS OF SUPPLY ChAIN MANAGEMENT

• Functional vs. Innovative Products

• Efficient vs. Responsive Supply Chain Strategies

• Aligning Products and Strategies

• Product Life Cycle Revisited

• Introduction to Manufacturing

• Production Environment

• Manufacturing Supply Chain

• Manufacturing Planning and Control

• From MRP to ERP

• Demand Management Processes

• Demand Characteristics

• Forecasting/Techniques

In this workshop, we introduce measurement ways and methods for supply chain, including the balanced scorecard, performance management questionnaires, strategic performance management system, and the Performance Evaluation Framework for Supply Chain Management.

Agenda• The Balanced Scorecard

SUPPLY ChAIN MANAGEMENTPERFORMANCE MEASURES FOR

• Strategic Measurement Analysis

• Reporting Techniques

•Performance Metrics of Supply Chain Management

• Planned order procedures

• Order entry methods

• Lead time

• Customer order path

• Customer Query time

• Measuring satisfaction

In this workshop, you will learn how Procurement Experts strategically identify risks and enter into ‘STREETWISE’ Contracts & Service Level Agreements all within the context of World Class Procurement Strategies.

Agenda• The five rights (operational objectives of purchasing):

- Right time

STRATEgIC PROCUREMENT - Right quantity

- Right place

- Right source

- Right price

• Additional purchasing objectives

• Purchasing activities and operations explained and examined

• The generic purchasing cycle explained:

- Identification of need, specification, identification of source(s),

- Tendering/negotiating, source selection and decision, agreeing the contract,

- Raising the PO, managing the supply contract, receiving the supply, payment

- Supplier performance evaluation, reviewing the cycle

This workshop will help you understand what type of supply chain you should be targeting, a critical first step in any supply chain initiative because putting teams to work on the wrong initiatives can cost you valuable time and money. Moreover, even within one company, several different types of supply chains may be called for; having a complete understanding of a wide range of strategies is just as important. Whether you run your supply chain initiatives in-house or hire outside professionals, you will find yourself better able to understand the appropriate steps to be taken.

Agenda• Improving Efficient Supply Chains

STRATEGIES; EFFICIENCY AND COSTSAVINGS

SUPPLy ChAIN STRATEGIES I: ALIGNING

• Bullwhip Effect: Importance and Causes

• Cause 1: Information Distortion

• Cause 2: Order Batching

• Cause 3: Promotions

• Cause 4: Allocation Gaming

• Counteracting Information Distortion: Forecasting Problems and the Hockey Stick Effect

• Counteracting Information Distortion: Vendor-Managed Inventory (VMI)

• Counteracting Information Distortion: Supplier Managed Availability (SMA)

• Counteracting Information Distortion:

Reducing Lead Times, Reserving Capacity, and Direct Sales

• Counteracting Information Distortion: Keeping Safety Stocks Steady

• Counteracting Order Batching

• Counteracting Promotions

• Counteracting Allocation Gaming

• Conclusions

During this workshop, which is the second part of Supply Chain Strategies, you will learn how to set strategies designed for responsive supply chains. Building on the framework we presented in the first workshop, you will explore a set of concepts that will help improve customer response time and deal with highly uncertain demand. A powerful tool for hedging demand uncertainty, so that you can minimize your total cost by taking into accounts both the opportunity cost of stockouts and the costs of excess inventory. A simulation will show the real benefits - in revenues and profits - from reducing markdowns and stockouts, and the power of profit leverage.

SUPPLy ChAIN STRATEGIES II:

TOPICSRESPONSIVENESS & ADVANCED

Agenda• Introduction to Responsive Strategies

• Accurate Response and Risk-Based Production Planning

• Build-to-Order (BTO), or Mass Customization

• Pre-positioning and Fast NPI

• Component Commonality

• Hedging Demand Uncertainty: The Newsvendor Model

• Hedging Uncertainty, Continued

• Quantifying the Benefits of Supply Flexibility

• Supply Uncertainty

• Avoiding Supply Uncertainty

• Reducing and Hedging Supply Uncertainty

• Demand Management

• Risk Sharing

• Risk Sharing, Continued

• Risk Sharing, Continued (2)

• The Role of Software

• Conclusions

Page 30: Company profile 2013

58Professional Sales Executive

STANDARDS PROFILE

Selling is one of those activities where success is based largely on experience. Sales professionals often lack a foundation in elements of the management theories behind selling, and crucially sales management. This program looks to address those gaps and by offering participants an appreciation of both the skills based elements of selling and the approaches that successful sales organizations’ employ. This program provides powerful tools, techniques and methodologies to sales people, enabling them to stay ahead of the competition and achieve their sales targets on schedule.

Professional Sales Executive

60/Effective Selling Skills

60/Effective Negotiation Skills

61/The Selling Attitude

61/Successful Prospecting

62/Pre-Approach - The FABs Techniques

62/Sales Presentation Skills

63/The Spin Methodology

63/Negotiation Tactics and Counter Tactics

64/Trial Closing and Closing

64/Cross-Selling and Up-Selling

Page 31: Company profile 2013

6160 Professional Sales ExecutiveProfessional Sales Executive

STANDARDS PROFILE

STANDARDS PROFILE

In order to be successful in today’s business world, sales employees must have skills that are relevant and up to date. This workshop will cover all aspects of selling, including techniques and tools that can be used for becoming a more persuasive sales person. It will cover the entire sales process from cold calling to the main aspects of closing deals.

Workshop Benefits• Recognize the Power and Impact of Positive Sales Mindset

• Understand the Role of a Salesperson and the Consultative Sales Approach

• Develop the Characteristics of a Star Salesperson

• Identify and Map the Buying Motivation and Needs of the Customers

• Learn the Steps of Sales Cycle – Prospecting,

In sales, it is necessary to have effective negotiation skills in order to close deals and be successful. This workshop will cover the elements of negotiation, tactics, maneuvers, counter measures and arguments in addition to other techniques and methods that can be useful in negotiating in the business world.

Workshop Benefits• Know When the Tactics are Competitive or Cooperative

• Ask a Question that is Situational

SkILLSEFFECTIvE SELLING

Pre-approach, Presenting, Closing and Follow

• Present and Demonstrate your Product and Services Confidently

• Plan and Prepare to Advance in the Sales Cycle and Control Selling Situations

• Practice Specific Questioning Techniques for Uncovering Customers’ Intellectual and Emotional Needs (SPIN Methodology)

• Improve and Adapt your Communication Styles to Address Different Types of Customers

• Apply Empathy and Active Listening to Read Customers’ Cues and Interest

• Practice Language Skills to Control Flow, Direction and Tone of Each Sales Call

• Develop Professional Manner to Handle Customer Objections Smoothly

• Deliver Sales Promises for Customer Trust and Retention

Agenda• Selling Skills

• Principles of Effective Selling

• Defining Target Markets

• Prospecting and Qualifying

• Pre-Approach

• Approach

• Presentation and Demonstration

• The SPIN Methodology

• Overcoming Objections

• Counter Tactics for Tough Negotiators

• Trial Closing

• Closing

• Follow-Up

SkILLSEFFECTIvE NEGOTIATION

• Merely Identify a Tactic

Agenda• Communication Skills in Negotiation

• Questions and Answers

• Preparatory Tactics, Opening Tactics and General Tactics

• The Spin Methodology

• Eight Concepts in Countering

To be successful in sales, it is important to have the right attitude and display many specific skills and characteristics. This workshop will address both personal and professional attributes that are necessary for success in a business environment. Participants will learn how to focus on positive elements, and in turn, become more effective in selling.

Workshop Benefits• Develop the Confidence to Sell in a Professional and Assertive Way

• Develop a Positive Attitude as a Key Success to the Sales Process

Prospecting is the act of seeking out potential clients for sales purposes. This workshop will discuss the elements of prospecting, techniques that can be implemented and key factors that can turn a lead into a prospect, and in turn, generate more sales for a company.

Workshop Benefits• Understand the Importance of Expanding a Client Base through Effective Prospecting

• Know how to Use a Prospect Board

THE SELLINGATTITUDE

• Know how to Dress and Manage First Impressions

• Identify the Elevator Pitch and the Way to Use it at the Beginning of a Sales Call

• Improve Participants’ Listening skills, Verbal and Nonverbal Communication

• Identify Innovative Product Presentation Techniques

• Developing a Passionate and Eager Attitude to Sell Products and Close Deals

• Determine the Advantages of Setting Sales Targets

Agenda• Assertiveness, When and How to Say No

• Productivity of Sales

• Passionate Selling

• The Importance and Potential of Intelligence in Sales

• Creative Ways to Present your Product

• Leadership Skills for Sales

• Being Eager to Sell by all Means

• Proactive Selling

• Targets Setting

SUCCESSFUL PROSPECTING • Identify Target Markets and Target Companies with the 80/20 Rule in Mind

• Develop and Practice Networking Skills at every Opportunity

• Develop, Refine, and Execute the Art of Making Sales Calls

Agenda• Target your Market

• The Prospect Board

• Setting Goals

• The Importance of Prospecting

• Networking

• Public Speaking

• Trade Shows

• Regaining Lost Accounts

• Warming Up Cold Calls

• The 80/20 Rule

• The 3 Rs of Successful Prospecting

Page 32: Company profile 2013

6362 STANDARDS PROFILE

STANDARDS PROFILE

The pre-approach is a tool that identifies the steps in planning a sales call after a prospect has been identified. This workshop will cover the steps in identifying the features, advantages and benefits of any product/ service and how to better present it while being sold. It will also discuss how to build confidence and create a professional image using this special method.

Workshop Benefits• Understand the Importance of Product Knowledge, Recognizing and Establishing Customer Need, and Product or Service Value

A great sales presentation involves not only interesting material but also a knowledgeable speaker. This workshop will focus on the essential elements of a sales presentation and discuss how to create a presentation that will capture the audience and attract customers.

Workshop Benefits:• Present Technical Information in a Clear, Concise, and Persuasive Manner through Effective Presentations

• Enhance Voice Projection, Articulation, Pacing, and Fluency

• Enhance Body Language, Eye Contact, and Gesturing

• Determine Audience Attitudes and Needs and Overcome Nervousness

PRE-APPROACh: ThE FABSTEChNIqUES

• Apply the Features, Advantage and Benefit (FAB) Technique across a Range of Sales Situations

• Handle Reluctant or Resistant Buyers through FABs Techniques

• Selling your Company’s Products and/or Services by Linking their Benefits to Customers’ Needs

Agenda• Features

• Advantages

• Benefits

• The links between a product description, its advantage over others, and the gain derived by the customer from using it

• Central techniques used in the presentation stage of the selling process

• Preparation of a Product FABs

• Preparation of a Service FABs

SkILLSSALES PRESENTATION

• Identify and Handle Various Types of Audience Questions

• Project Control and Confidence through Delivery Skills

• Structure a Presentation to Gain Maximum Effect

Agenda:• What is a good presentation? The "S" Word

• The Theme / Title The Structure of a Presentation

• Introduction

• Body

• Conclusion

• Outlining

Preparing Outline Other Issues

• Planning and preparing quality presentations.

• Preparing slides

• Presentation aids and how to use them effectively

• 3 "V" for effective delivery: Verbal, Visual, Vocal

• Knowing your audience

• Anticipating questions

• Rehearsing

There are many strategic techniques that can be implemented during a negotiation process. This workshop will introduce several concepts including the who, what, when, where and why of negotiations, as well as the definition and practice of reservation points and the best alternative to make a sale. In addition, tactical tools will be discussed and participants will learn how to resist change in their own positions while changing their opponents’ minds.

Workshop Benefits• Understand the Benefits of Good Negotiation Skills

SPIN methodology focuses on asking and answering questions in a sales call or during a presentation. This workshop will give insight into the exchange and show how to give appropriate and dynamic answers. In addition, participants will learn how to identify crucial points in the dialogue and how to benefit from these conversations.

Workshop Benefits• Sharpen the Selling Skills Using SPIN Methodology

NEgOTIATION TACTICSAND COUNTER TACTICS

• Prepare Effectively for the Negotiation Process, Regardless of the Circumstances

• Identify Strategies for Dealing with Counter Tactics

• Recognize Negotiation Tactics and Counter Tactics and Effectively Use Them to Close the Deal

Agenda• Understanding the Negotiation Game

• 2 Modes – 2 Styles

• Preparing to Get a Better Deal

• Opening the Negotiation

• Identifying Tradable Variables

• The Art of Bargaining

• Closing the Negotiation

• Tactics & Counter Tactics

THE SPIN METhODOLOGY• Apply SPIN Techniques, Concepts, and Approaches to Accomplish Best Performance in Sales

• Equip the Participants to Effectively Sell Intangible Services/Products

Agenda• Situational Questions

• Problem Questions

• Implication Questions

• Needs-Payoff Questions

• Questioning Techniques

• Open Ended Questions

• The Funnel Technique

• Applying SPIN to any Conversation

Professional Sales ExecutiveProfessional Sales Executive

Page 33: Company profile 2013

64STANDARDS PROFILE

CLOSINGTRIAL CLOSING AND

The sales process starts with a lead, turns into a prospect, and then the pre-approach, approach, presentation and closure follow. This workshop discusses the overall sales process and specifically focuses on the closing stage. In addition, participants will learn how to properly finalize deals and identify implications if sales are not sufficiently closed.

Workshop Benefits• Determine how Close the Prospect is to Actual Making a Purchasing Decision

In addition to direct selling, cross-selling and up-selling sales techniques are also commonly used. This workshop will discuss the principles and elements of selling and explain how it adds value to the customer.

Workshop Benefits• Understand Sales as an Advanced Type of Service

• Recognize Buyer Needs

• Listen for or Cre¬ate Opportunities to Cross- Sell and Up-Sell

• Create a Natural, Conversational Bridge to the Offer

• Learn how to Ask the Questions during the Trial Closings that will Lead to the Motivation behind the Purchase

• Master the Trial Closing Strategies to Close to Increase your Closing Success• Know how to Ask for a Commitment without Pressure and Feeling Stressed or Creating Stress for Prospects, Making Closing Easy and Natural• Enhance Service Follow Up to Increase Customer Satisfaction and Build Professional Relationships

Agenda• Trial Closing during the sales Presentation

• Techniques to focus on key points trial close

• Once closed, never open again

• Handling objections

• Closing, agreeing on the next step

• Offer handling and signature

• Service Follow up

UP-SELLINGCROSS-SELLING AND

• Have more Confidence

• Close more Business

Agenda• Spotting selling opportunities

• Understanding client motivations

• Successful Up-Selling

• Three Ways to Make Up-Selling Automatic

• How to Up-Sell without Turning off your Customer

• The Three Biggest Mistakes in Up-Selling

• Effective Up-Selling Strategies

• Successful Cross-Selling

• Product Knowledge

• Effective Cross-selling Strategies

• How to Cross-Sell without Turning off your Customer

• Effective Questioning and Listening to Understand a Client’s Needs

• Presenting your Services

• Gaining Client Commitment and Closing

Professional Sales ExecutiveProfessional Sales Executive

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