Why this Programme?

Contents: This course covers the following:

Sales training is an essential part of the businesses today but what is • Telephoning, Oral, Presentation Skills and Body Language
called sales training is often actually product training, with the focus • Basic sales activities and processes
being on training the sales people on how to demonstrate products. • Selling techniques
Although this is essential, it is not really teaching people how to sell. • Using customer psychology to garner more sales
Sales training often fails because it confuses attitude with process. To • Handling Irate and difficult customers
learn to sell, one needs to understand the process. Some sales training • Maintaining of records, soliciting and using customer
gets the trainees all pumped up, but don’t tell them what to do next. It’s feedback
like giving a gun and not telling how or where to use it. • Using market research, customer and competitive
intelligence to generate more sales
Sales scripts are often taught as magic bullets. One blindly uses the • Developing and implementing a Product / Service sales Plan
words, phrases and complete scenarios and the sale is supposed to
drop into one’s lap. But in reality, does it work? There are issues the Who may attend the Programme?
middle level sales managers need to address so that they can execute the All Junior/Middle Managers, who are in the business of selling high
desired strategies effectively. Middle level sales managers should be value products and services, may attend the program.
more proactive, professional, and efficient in their approach.
Course Delivery Mode:
Addressing issues as such is the immediate need of the hour. Siva Sivani The program will be delivered through discussions, presentations,
Institute of Management intends to provide learning experiences for case studies and role plays.
the participants wherein the objective of the training program is to train
Two day Training on the executives the latest techniques in the field of personalized selling.
The program will introduce the participants to the sales process training
Venue:
The program is non-residential and will be conducted at Siva Sivani
that they need to know and develop that will catapult them into the Institute of Management, NH-7, Kompally, Secunderabad
arena of the successful performers.
SALES PROCESS Duration:
The program will be totally participant oriented. The trainers would The Program is scheduled for two days i.e., 1st and 2nd August, 09.
TRAINING play the facilitator role and would encourage lateral thinking. Challenging
each other and collaborative learning is encouraged. Facilities:
The institute will take care of the hospitality of the participant
The Objectives of the Program are: delegates. The delegate fee includes professional charges, seminar
1st and 2nd August, 09 • To understand and basic selling process and techniques. kit, lunches on both days and free transport from stipulated stops.
• To understand the process of and develop the skills of effective Those who wish to utilize Institute’s transport are requested to
selling in the today’s competitive business environment. inform the organizers well in advance.

Scope of the Programme: Faculty Profiles:

The scope of the program is practical and experimental training approach
will be deployed for the executives who practice the art of personal Dr. M. Anil Ramesh, Professor & Head – Marketing
selling. This program will help junior and middle managers/executives Dr. M. Anil Ramesh is a graduate of Science from the prestigious
involved in personal selling to inculcate the traits and techniques of Nizam College, Hyderabad. He completed his Masters in Business
effective selling and generate higher business by being more productive. Management from Osmania University. He secured 7th rank in the
University and was first in marketing. His PhD is in the field of
Duration of the Programme: consumer behaviour. Dr. M. Anil Ramesh has over two decades of
The program would be conducted over two days and would be broken marketing and selling experience both in India and in foreign countries.
Programme Coordinators down into 8 sessions of 2 hours each. His stints in the industry include HCL, RES Limited, Oman Solar
Prof. M. Anil Ramesh & Systems LLC Oman. He has worked in School of Management Studies,
Prof. Anil Kumar Value Addition: CBIT Hyderabad. In 2002 Dr. Ramesh was recruited by ministry of
SIVA SIVANI INSTITUTE OF After attending this program, the participants will be able to education to work in Bahirdar University, Ethiopia. This assignment
understand and apply the techniques/skills of effective selling in was sponsored by UNDP, United Nations. He was a very popular
MANAGEMENT
their day to day interaction with their customers and generate more teacher and was made the Public Relations Officer for the Bahirdar
Kompally, Secunderabad business for their organization. University.
Dr. M. Anil Ramesh is a very keen quizzer. He has also written REGISTRATION FORM
textbooks and has done many radio and television talks. He has
published articles both in national and international journals. He is
a consultant and is in the panel of many Indian companies. He is a Name: ___________________________________
very popular speaker in the city of Hyderabad in the field of sales
and marketing. Dr.M.Anil Ramesh is a recognized PhD guide for Designation: ______________________________
Rayalaseema University, Kurnool. He is presently guiding six PhD
scholars. Name of the Company: ______________________
Mr. Anil Kumar _________________________________________
Anil Kumar is the Professor of Marketing and Project Management Dr.A.P.J.Abdul Kalam at the SSIM’s Convocation 08
for the last four years at Siva Sivani Institute of Management,
Hyderabad - the largest AICTE approved Management Institute in Address: _________________________________
About Siva Sivani Institute of Management
South India. He is B. Tech and MBA from the premier Indian
Institute of Technology, Kharagpur, and Indian Institute of Siva Sivani Institute of Management, located in a serene _________________________________________
Management, Ahmedabad, respectively. locality in Secunderabad, is a group institution of
S.P.Sampathy’s Siva Sivani Educational Society, founded _________________________________________
Prior to his current assignment, he has had 28 years of corporate by late Sri S.P.Sampathy, a doyen in the field of
experience during which he had extensive exposure in Sales, Phone:(Off)______________ (Res) ___________
Education. Siva Sivani Educational Society has been in
Marketing, Project Management and General Management with
existence for the last four and half decades and Siva (Mobile) _________________________________
very large and medium sized public and private sectors organizations
Sivani Institute of Management since 1992. It is one of
like BHEL, Voltas, and Kampsax India Pvt Ltd. He has also been a
business and marketing strategy consultant for medium sized IT the first Autonomous Management Institutions in AP to E-mail: __________________________________
and ITES companies and been responsible for establishing them in get approval from AICTE to conduct Two Year
India. Management program.

Wherever he worked, his talent as a professional marketer and high Today, it is the largest AICTE approved Autonomous Registration fee details
caliber manager was always recognized. Invariably he was made Business School in South India with a permitted intake
responsible for the training of the sales, customer service and of 300 a year in four diversified and specialized full time Name of the Bank: _________________________
management teams on top of his normal responsibilities. management programs. All the programs are fully
residential from the year 2009. SSIM is consistently D.D.No.______________ Date______________
Fee: ranked among the top Business Schools in the country.
Those who are interested in participating in this training programme Currently, SSIM is ranked 40th India’s Top B-School Amount: _________________________________
are required to pay a delegate fee of Rs. 2,500/- (rupees two thousand Brands (Business Barons B-School Survey 2009) and
and five hundred only) payable in cash/Cheque/DD drawn in favour
30th amongst the Promising B-Schools of Excellence
of Siva Sivani Institute of Management, payable at Hyderabad.
(CSR-GHRDC Survey 2008) Please send the above registration form along
with delegate fee to
How to enroll?
Prof. M. Anil Ramesh
Delegates may enroll for the programme through duly filled in
Head - Marketing
registration form, which is to be sent to the Course Director.
Siva Sivani institute of
Management,
The filled in registration forms may be sent to NH - 7, Kompally,
Prof. M. Anil Ramesh Secunderabad – 500 014.
Head - Marketing
Siva Sivani Institute of Management, Phones: 040 -27165450 - 54; 65457236 / 37
NH-7, Kompally, Fax: 040 - 27165452
Secunderabad – 500 014 E-mail: [email protected]
E-mail: [email protected] Dr.Russell Walker, Kellogg School of Management, at the SSIM’s
09849026277 International Seminar on Operational Risk Management Web site: www.ssim.ac.in