ABOUT NDIM

New Delhi Institute of Management (NDIM)

provides unique learning and tremendous

international exposure to its PGDM (MBA) students for the last 22 years. Set up in 1992, it was
approved by the AICTE (Ministry of HRD, Govt.of India), in 1996, by the Association of Indian
Universities (AIU) in 2008 and accredited by the Government of Indias National Board of
Accreditation in 2004. NDIM is an internationally accepted brand due to its globally recognized
and corporate networked faculty, its internationally connected board of directors, and its
accredited and globally certified curriculum.
NDIM has been consistently ranked in the top MBAs of India for the last 5 years by the most
reputed B-School surveys conducted by AIMA, IMRB, Business Standard, Business India, etc.
In July 2013, Business World has rated NDIM as the 15 th best MBA School in India, 6th best
amongst all private B-schools. KPMG India have in January 2014 ranked NDIM amongst the
Fastest Growing B-schools of Asia. Business India has continuously rated NDIM in the highest
category of MBAs, higher than A++ category. NDIM is known for its 100% finest placements.
Each student has picked up his choice of employer out of more than 170 top companies in the
years 2012, 2013, 2014.
NDIM has always been highly rated due to its full time faculty having corporate background, as
well as the adjunct faculty drawn from the corporate world, and its Advisory Council of
professionals from the Industry and the Government. NDIM faculty has recently conducted
training programs for EPIL, Nerolac, ESIC, NBTI, Bosch, IDBI, Axis Bank, NTPC, IFFCO,
Metro Hosp., Coast Guards, GHCL, Bata, among others.
Centre for Professional Learning and Development (CPLD)
CPLD, New Delhi Institute of Management is organizing on regular basis Management
development Programs on Behavioral, Sales, Marketing, Finance, IT. and many other Functional
Modules.
CPLD is closely networked with industry and makes all out effort to add value in different
management aspects. The Centre is well equipped to deliver behavioral and functional training
for managerial personnel and regularly conducts training programs/workshops, seminars and

conferences in which Industry trained in house management experts and experts from industry
participate to engage sessions and impart practical experiential learning.
In the current scenario, for any project execution practical knowhow & experience is mandatory.
Since New Delhi Institute of Management is a reservoir of high class industry experts turned
academicians, there is an amalgamation of knowledge from both practical and theoretical
perspectives , which goes a long way in making available the latest subject knowledge In view
of the above, an integrated capsule of knowledge and experience is utilized to design T & D
modules which can be customized as per corporate needs.
CPLD has been conducting large number of Training Programs for corporates, to name a fewIFFCO, IDBI,EPIL, Nerolac, ESIC, NBTI, Bosch, IDBI, Axis Bank, NTPC, IFFCO, Metro
Hospital., Coast Guards, GHCL, Bata, among others.
In the past Trainers from CPLD have designed and conducted Training Programs for more than
70 organizations.

Workshop Aim: To enable delegates to understand the basics of face-to-face selling

and building customer relationships. The workshop will help them to become personally
more successful in their sales role. The program is suitable for people both who are
relatively new to selling, as well as more experienced people who wish to refresh their
basic
skills.
Module Objectives: By the end of this workshop the delegates will be able to:

Explain and demonstrate the Selling and Buying Processes

Plan and prepare for sale meetings

Construct questions in a sales context and listen effectively to the customers

responses

Explain how effective communication between sales person and Customer(s)

can assist the sales person while conducting a sales interview as well as while
building long term relationships with customers

Provide matching products as per customers individual needs

Identify different customer expectations

Demonstrate how to gain customer commitment for continued relationship

Detail how to close a sale effectively, or gain commitment in future loyalty

CONTENTS :
Course content includes:

The buying and selling processes

Pre-call planning and preparation

Structuring the sales call. The Sales Process

Communication skills

Questioning Skills

Effective listening

How and why people buy

Customer Behavioral Types

Presenting features, advantages and benefits

Objection handling

Closing the sale with confidence

VENUE : The program venue is :

Center for Professional Learning & Development,
New Delhi Institute of Management (NDIM)
60 (B&C), Tughlakabad Institutional Area,
New Delhi- 110062
Landmark :
Near Batra Hospital. Opposite Tughlakabad Fort
FEES :

Fees for the one day Program is Rs 3500/- per participant which will include
the following
PRIVILEGES :
1.
2.
3.
4.

Lunch and Tea

Certificate of Participation
Reading Material
Copy of the Group Photograph

Eminent Facilitator :

Dr. Gajendra Sharma : Dr Gajendra Sharma is a highly

experienced Sales & Marketing Trainer and has been imparting training to
Managers from many high end organizations. Some of his accreditations
are :
Worked as Area Sales Manager with Konark India
Worked as Sr. Faculty with Wigan & Leigh College.
Worked as an Associate Professor Marketing with JIMS, Kalkaji
Working as Associate Professor Marketing with NDIM, Delhi.
worked as a visiting faculty for Frankfinn for their PD
Module.
Engaged in corporate trainings,on the panel of number of reputed
organizations
Worked as Trainer Consultant with NIS Sparta Limited.

Workshop Dates & Timing :

Saturday, the 15th November,2014
9:30 AM to 5:30 PM

Who Should Attend :

Marketing & Sales Executives, Managers, Supervisors, Functional
Heads, Zonal Heads, Branch Heads etc.

Registration and Nominations :

Name & details of Participants attending the Workshop along with the
Crossed Cheque @ Rs 3500/- per participant drawn in favour of New Delhi
Institute of Management payable at Delhi should be sent to Director, Center
for Professional Learning & development at the address given below :

Prof. B.K.Dhup
Director, Center for Professional Learning & development,
New Delhi Institute of Management
60(B&C), Tughlakabad Institutional Area
New Delhi-110062