BusinessMeeting

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Our BU s
•Training
•Consulting
•Recruitment
•Community Development
•SMART Academy
Our BU s
•Training Our Clients Success Methodology

•Consulting
•Recruitment
•Community Development
•SMART Academy
 Our Trainingprograms :

Interpersonal Skills Human Resources

Business & Strategy Finance
Management Accounting
Marketing Quality Management
Customer Care Secretarial
Sales De Bono Thinking Center
 Topics

InterpersonalSkills

Teamwork & Team building

Communication skills

Presentation Skills Effective Team Communication

Negotiation Skills
Stress Management

Effective time management Leadership

Speed reading
Decision making & problem solving
Mind Mapping &
Memory Enhancement
Creative thinking
Effective meeting
 Program List

Communicationskills

What will they learn?

•Definition of communication.
•The communication process.
•Intra-personal communication:
•The Pygmalion effect.
•The perception.
•The Johari window.
•Interpersonal communication skills:
•Listening and speaking.
•non-verbal communication skills.
•Different communication styles.
•Dealing with conflict.
 Topics Program List

PresentationSkills

What will they learn?

•Getting started.
•Preparing a presentation.
•Preparing yourself
•Delivering the presentation.
•Handling the audience.
•Closing.
 Topics Program List

NegotiationSkills
What will they learn?
Negotiation phases:
Preparation
Entry and exit points
Debating
Proposing and bargaining
Win-win negotiation
Tips during negotiation
Negotiation techniques
Dirty tricks in negotiation
Last minute grabs
Different countries, different styles
 Topics Program List

Effective Timemanagement
•What will they learn?
•Generations of time management.
•Time management paradigm shift.
•Time matrix.
•Mission statement.
•Goals and goal setting.
•Planning and scheduling.
•Procrastination.
•Delegation.
•Handling interruptions.
•Handling paperwork.
 Topics Program List

Decisionmaking & problem solving

What will they learn?

•Hindrances to decision-making
and effective problem solving.
•Effect of environment on
decision-making and problem solving.
•Characteristics of the team / person.
•What are the steps of decision-making?
•Decision-making analysis and evaluation.
•Problem recognition / definition.
•Problem analysis.
•Developing possible solutions.
•Solution evaluation and selection.
•Implementing chosen solutions.
•Solution evaluation.
•Problem solving learning.
 Creativethinking : Topics Program List

What will they learn?

How creative am I?
Debunking creativity myths.
Creativity versus innovation:
Types of thinking.
Verbal behavior – how do they impact creative
thinking?
Creative problem solving:
What is a problem?
Problem solving versus decision-making.
Generating creative ideas.
Brainstorming (theory).
Building on the ideas of others.
Creative thinking strategies and techniques.
Can failure lead to success? (challenging
strategies for increasing creativity).
Can learning / training make us more creative?
 Topics Program List

Teamwork & Team building

•Distinguish different types of teams

•Developing communication skills for effectively working in teams
•Assess current participants' skills and develop further needed ones
•Identify the five dysfunctions of a team
•Actively participate in the problem solving and decision making processes
•Explain how diversity contribute to team's success and identify
diversity issues that can impact a team
 Topics Program List

StressManagement

What will they learn?

Understanding stress:
Nature of stress
Internal causes of stress
External causes of stress
Type of personality and stress
Occupations and stress
Consequences of stress:
Personal consequences
Organizational consequences
Stress management techniques
Illuminating stressors
Developing restraining forces
Altering reactions
 Topics Program List

Effective TeamCommunication
What will they learn?
What is a team?
Team development stage
Effective teams and effective team work
Team conflicts
Team trust
Team communications:
Effective communication
(listening and speaking rings) and working
effectively with others
Communication process
Common barriers between communications
Communication styles
Options is communication
SMART model for expectation setting
The feedback process
 Topics Program List

Leadership
What will they learn?
What is leadership?
Leadership levels
Characteristics of leaders
Self leadership
The other side of the coin (followers)
Nine ways to influence people
Five practices of leadership
 Topics
SpeedReading
Program List

•Overcoming obstacles to effective reading, obstacles such as:

•Limited perceptual span i.e., word-by-word reading
•Slow perceptual reaction time, i.e., slowness of recognition and
response to the material
•Vocalisation, including the need to read every word in order to
understand the meaning
•Faulty eye movements, including inaccuracy in placement of the
page, in return sweep, in rhythm and regularity of movement, etc.
•The reading sequence:
•Indexes
•Contents
•Paragraphs
•Summaries
•Beginnings, Middles and Ends
•Applying Speed Reading techniques to office work
•Coping with email overload
•Applying different techniques for different tasks
•Choosing what to read and what to delegate
•Adapting reading speed to suit the purpose
•Skimming and scanning
•Extracting information from headings and titles
•Scanning documents for specific information
•Increasing the field of vision to absorb more information at a
glance
 Topics Program List

MindMapping & Memory Enhancement

•How do we remember?
•Thought Association
•Making information unique
•The Learning Cycle
•Mind Mapping
•Identifying key ideas
•Linking ideas
•Thinking holistically
•Planning effectively
•Overcoming writing blocks
•Strategies for improving memory
•Memory Maps
•Involving all the senses
•Involving personal experience
•Identifying individual learning styles
•Logical/Mathematical Memory
•Verbal/Linguistic Memory
•Visual/Spatial Memory
•Musical/Rhythmic Memory
•Bodily/Kinaesthetic Memory
•Interpersonal Memory
•Intrapersonal Memory
•Naturalist Memory
 Effectivemeeting Topics Program List

•Common problems associated with meetings

•Core responsibilities of Chair
•Responsibilities of participants
•Preparing for the meeting
•Identifying goals
•Constructing an agenda
•Visual aids and documentation
•Allocating time and action responsibilities
•The skills of chairing
•Understanding group development
•Task leader or process director?
•Managing each item
•The dynamics of conversation
•Dialogue or debate?
•The skills of listening
•Improving the meeting’s thinking
•Dealing with difficult situations and conflict
•Participating well
•The importance of preparation
•Making your case
•Contributing and helping others to contribute
•Concluding the meeting
•Minute taking actions and follow-up
 Topics

Business & Strategy

•Developing an Effective
Business Plan
•Business Etiquette
•Business strategy
•Strategic Thinking & Design
•Strategic Maps & The
Balanced Scorecard
•Strategic Decision Making
 Developing an Effective Business Plan Program List

Topics

•The concept of productivity improvement / business planning

•External business planning
•Strategic analysis
•Setting company objectives
•Defining imperatives / strategies & developing programs
•Linking internal requirements to external strategies
•Carrying out an internal audit of production, processes, finance and HR
•Developing the starting point for internal development
•Formulating the internal set-up as the above aspects
•Developing the full implementation plan
•Writing up the business plan using the forms and tools proposed by the consultant
•Case study ( providing a sample action plan document and discussion in groups )
 BusinessEtiquette Topics Program List

•Brief etiquette history

•The job interview
•Introductions (ranking order – greetings)
•Tips for getting a positive first impression
•Gender etiquette
•Business dress
•Gifts etiquette
•Phone calls etiquette
•E-mail etiquette
•Business dinner etiquette
•Dealing with conflicts
•Business meeting
•Farewell etiquette
•Etiquette in different countries
•Tips for business cards etiquette
•Tips for responding to an invitation
•Tips for doing a presentation with etiquette
•Being organized

Businessstrategy
•Mission, objectives, strategy and tactics
•What they are and how they relate to each other
•Creating a formal mission statement
•Entrepreneurship and leadership input to planning
•Using strategy and tactics with planning
and operations
•External analysis
•Applying analytical techniques
•Competitor analysis and benchmarking
•Market analysis
•Benchmarking – what it is and how to use it
•Porter’s 5-Forces model and how to use it
•Market segmentation and differentiation methods
•Internal analysis
• •Strategic leadership and entrepreneurship
Topics
Program List
•Financial techniques and measures
•Porter’s Value Chain as an analytical technique
•McKinsey’s 7-S model and review
•Product portfolio analysis and marketing analysis
•Identifying the skills shortfall in your business
•Generic strategies and models
•Michael Porter’s generic strategies mode
•Product market matrices in developing a strategy
•Creating a niche and a USP
•Sustainable advantages and how to create them
•The BCG Matrix
•Pulling it all together
•Creating a SWOT matrix – the current strategic position.
•Scenario planning and alternatives – “what ifs'
•Strategy versus Planning
•Leaders and entrepreneurs
•Vision
•Issues in strategic leadership
•Managing human resources
•The impact of the internet
•Review of Programme
 Topics
Strategic Thinking &Design Program List

•Patterns of strategy formulation

•States of mind
•Expressions of intent
•Analytical outcomes
•Contingency decisions
•Strategic behavior
•Models of strategic behavior
•Ansoff`s product / market model
•The `Gap Analysis`
•Porters` Generic Strategies
•BCG Matrix
•Functional strategies
•Directional Policy Matrix
•Growth strategies
•Restructuring
•Privatization
•Diversification
 Topics
Program List
Strategic Maps & The Balanced Scorecard

•Measurement and management in the information age

•Why does business need a balanced scorecard?
•Part one: measuring business strategy
•Financial perspective
•Customer perspective
•Internal business process perspective
•Learning and growth perspective
•Linking balanced scorecard measures to your strategy
•Structure and strategy
•Part two: managing business strategy
•Achieving strategic alignment from top to bottom
•Targets, resource, allocation, initiatives, and budgets
•Feedback and the strategic learning process
•Implementing a balanced scorecard management program
Strategic Decision Making Topics
Program List

•Models for strategic design

•1. Organizational analysis
•SWOT analysis
•TOWS analysis
•Porter's value chain and benchmarking
•Core competencies
•Functional approach
•Product portfolio analysis
•Perceptual mapping
•Stretch and leverage
•2. External analysis
•The remote environment
•Boundary definition
•Porters` 5 forces model
•The operating environment
•Competitor profile analysis
•New competition
•Industry life cycle analysis
•3. Strategic decision making
•Cost leadership / differentiation / focus strategies
•For single product companies:
•Gap analysis
•For multiple product companies:
•Turnaround strategies
 Management Topics

•Fundamentals of Management
•Coaching
•Leading a Healthy Relation With Your
Boss
•Delegation without losing control
•Direction setting & performance
management
•Project Management
•Change Management
•Crisis Management
•Business Planning
•Strategic Planning
•Diagnostic Study
 Topics Program List

Fundamentals of Management
•Management definition
•Evaluation of the management theory
•Management levels, skills, and roles
•Management functions.
•Planning
•Organizing
•Leading
•Controlling
•Key management topics
 Topics Program List

Coaching
•The rules of good coaching
•The coaching process
•Successful coaching process
•Attributes of a good coach
•Where and when to coach
•Coaching feedback model
•Role plays and participants`
presentations throughout the course
 Topics Program List

Leading a Healthy Relation With Your Boss

•Bosses working styles
•Communication skills
•Body language
•Stressful times
•Personality types
•Work versus personal relationships
•The mirroring concept
•Seeing the same vision
•Working on the same mission
Delegation without losing control
Program List

Topics
•Why delegate? •Situational analysis
•To reduce one’s own workload •Telling
•To make sure that there is cover in the •Selling
•Consulting
•event of absence •Delegating
•To develop and broaden the skills in the team •How to delegate: the four methods
•To increase understanding within a team •Factors affecting the method chosen
•Barriers to effective delegation •Task difficulty
•Complexity of what is to be delegated •Task risk
•Lack of confidence in those to whom one is delegating •Individual ability
•Inexperience of those to whom one is delegating •Individual attitude
•Achieving the desired results
•Interference from above •Defining the goal
•Planning delegation •Giving the rationale
•Which tasks to delegate •Giving clear guidelines
•To whom they should be delegated •Checking understanding
•Human issues •Building confidence
•A reluctance to admit that someone else might •6 tips for effective delegation
•know more than you •Analysing the task realistically
•Being consistent
•A fear of being criticised or undermined •Giving support to those who report to you
•A fear of not getting the credit •Reinforcing the sense of responsibility to
•A fear of other team members advancing too quickly •those who report to you
•Jealousy, pettiness and narrow-mindedness •Handling mistakes constructively
•A feeling that they won’t do the job as well as you do
 Topics Program List

Direction setting & performance management

•The strategic role of performance appraisal

•Performance appraisal objectives
•Formal versus informal performance appraisal
•Frequency of performance appraisals
•Who does performance appraisal
 Topics Program List

ProjectManagement
•Module 1: what is project planning and management?
•Define key project management concepts
•The character / project statement
•Steps of project planning
•The basic five steps followed in order to develop a project schedule
•Project work breakdown structure (WBS)
•The elements of a statement of work
•The critical path method CPM and PERT techniques
•Using bar charts and GANTT charts
•Risk management
•Module 2: resources in project planning and budgeting
•Project organization
•Project implementation & follow up the baseline plan
•Monitoring and controlling process of the project
•What does the PM look at?
•The concept of earned value
•Extended demo on using
MS project 2000 in project planning and management
 Topics Program List

ChangeManagement
•Defining change and transition
•Information versus knowledge
•Leadership versus management
•Leading change
•The challenge of change
•Human due diligence
•The journey of change leadership
•Managing change
•The nature of change
•The process of change
•The roles of change
•Resistance to change
•Commitment to change
•Culture and change
•Synergy and change
•Resilience
 Topics Program List

Crisis Management

•Different between crisis and problem

•Crisis classifications
•Crisis causes
•Skills of resources management to deal with the crisis
•Crisis team tasks
•Factors affecting crisis management effectiveness
•How to avoid crisis
•Skills of forming crisis management team
•Characteristics required for crisis team leader
 Topics Program List

Business Planning

Mission, objectives, strategy and tactics

What they are and how they relate to each other
Creating a formal mission statement
Entrepreneurship and leadership input to planning
Using strategy and tactics with planning and operations

Pulling it all together

.Creating a SWOT matrix – the current strategic position
'Scenario planning and alternatives – “what ifs
Strategy versus Planning
Options and implementation
 Topics Program List

Strategic Planning

Mission, objectives, strategy and tactics

What they are and how they relate to each other
Creating a formal mission statement
Entrepreneurship and leadership input to planning
Using strategy and tactics with planning and operations

Strategic leadership and entrepreneurship

Leaders and entrepreneurs
Vision
Issues in strategic leadership
Managing human resources
The impact of the internet
 Topics Program List

Diagnostic Study

1. an assessment of the existing situation of the

various transport sectors in the middle east with a
primary focus on the institutional, policy and
regulatory dimensions;
2. an analysis of the main problems and
bottlenecks,
3. and corresponding recommendations for
improving the overall efficiency and quality of
transport systems and services.
Marketing Topics

Marketing Fundamentals

Customer Behavior
Understanding qualitative research
Developing an Effective Marketing Plans
Brand Equity
How to Develop a Marketing Plan
Advertising That Delivers Results
Brand building &development
Print Advertising
Public Relations
The Strategies & Tactics of Pricing
Marketing Research
Strategic Marketing
Marketing the Invisible
E-Marketing
Event Management & Sponsorship
Effective Merchandising
export & International Marketing
 Topics Program List

MarketingFundamentals

•Modern marketing
•Laws of marketing
•The 4 Ps
•The 7 Ps
•Target markets
•E-marketing
•Marketing campaigns
•Evaluation and learning out
of marketing campaigns
 Topics Program List

Customer Behavior
•What is consumer behavior?
•How consumers think?
•The mind of the market
•Learning and memory
•Perception versus attitude
•Needs versus wants
•Segmenting consumers
•Consumers as decision makers: the purchase
situation, evaluation, and disposal
•Factors influencing selection / decision making
•Age, income, class, culture, and lifestyle
influences on consumers
 Topics Program List

Understanding qualitative research

•Role of market research
•Definition of market research
•Classification of market research
•The research process
•Types of research data
•Primary research methodologies
•Qualitative research
•Types of qualitative research
•Focus group discussions (FGD`s)
•Qualitative research techniques
•Concept testing
•Quantitative research
•Types of quantitative research
•Writing a research proposal
 Topics Program List

Developing an Effective Marketing Plans

Identify their target market

2. Understand how to sell by vertical
markets
3. Determine what method of
prospecting should work best for their
business
4. Develop a sales and marketing plan
that is affordable
 Topics Program List

BrandEquity
•Marketing strategy
•Segmentation
•Product / service differentiation
•Strategic view of the mix elements
•Brand equity
•What is brand equity?
•Assets underlying brand equity
•Brand extensions
•How to revitalize a brand?
•When to milk or liquidate a brand?
•The experience economy
How to Develop a Marketing Plan Topics Program List

•Gathering information:
•Defining needed information
•Avoiding unnecessary information
•Analyzing the present situation
•Segmentation
•Positioning
•Targeting
•Competition comparison
•SWOT analysis
•Setting objectives
•Selecting strategies
The action plan
•Spelling out the details & tactics to translate strategies
•Budgets
•The impact on the vital part of the company: the finance
•Control
•Define how to the implementation of the plan
• will be monitored & revised if needed
 Topics Program List

Advertising That Delivers Results

•What is advertising?
•Why advertise?
•Advertising strategy
•Why do we need it?
•Advertising fundamentals
•Principles of print advertising
•Different types of print advertising
•The ABC of great print advertising
•Consumer products and emotional needs
•Research techniques
•TV advertising development
•TV advertising fundamentals
•Selling ideas
•Drama
•Big picture
•Selling line
•How to judge a storyboard
 Topics Program List

Brand building &development

•What is a brand?
Defining characteristics
Examples of successful and unsuccessful brands
Case Study: Smart Goods – The Evolution of the Luxury Brands
How have brands evolved?
What industries are covered now?

Brands in practice
Differences between industries
What cross-industry brand usage is there?
Case Study: Value Added: The Armani Hotel Decision
Brand recognition technologies
State of brand management in industries
Case Study: Iconic Status: Market leader Futurebrand analyses
the branding of Dubai real estate
Interrelationship between brands and intellectual property
Brand issues in corporate finance transactions
Case Study: Cherry Picking: The significance of the brand in the
acquisition of Rover cars
 Topics Program List

PrintAdvertising
•Characteristics of print advertising
•Types of print advertising
•Elements of print advertising
•Principles of print advertising
•The A, B, C, of great print advertising
•10 tips for successful print advertising
•Recall and persuasion
•Selling idea & selling line
•How to brief your advertising agency
•How to judge print advertising
•How to comment on print advertising
•How to add value to the printing process
•Tips to control print advertising cost
•Technical background on printing
•Visibility guidelines
 Topics Program List

PublicRelations
•Public relations requirements for success
•Definition of public relations
•Ethics and professionalism
•Importance of public relations
•Cantor's traits for success
•Role of public relations
•An open system model of public relations
•Marketing versus public relations
•Communication and public opinion
•The public relations functions
•Individual orientation and coordination
•Work assignments in public relations
•Public relations strategic planning process
 Topics Program List

The Strategies & Tactics of Pricing

•Marketing definition
•Introduction to pricing
•Price elasticity of demand
•Pricing hierarchy
•Pricing strategy
•Influences on building a pricing strategy
•Popular pricing strategies
•Pricing methodologies
•Popular pricing methodologies
•Price schemes
•Six steps of creating a successful
price scheme
•Price promotions
 Topics Program List

MarketingResearch
• Role of market research
• Definition of market research
• Classification of market research
• The research process
• Types of research data
• Primary research methodologies
• Qualitative research
• Types of qualitative research
• Focus group discussions (FGD`s)
• Qualitative research techniques
• Concept testing
• Quantitative research
• Types of quantitative research
• Writing a research proposal
 Topics Program List

StrategicMarketing
•Marketing strategies and planning
•to become an extraordinary marketer
•Marketing strategies
•Budgeting and marketing plans
•Marketing plan development
•market segmentation & targeting
•Segmentation background
•The essence of market segmentation
•Segmenting the market & customer
•Targeting definition
Concentrated marketing
•Differentiated marketing
•Undifferentiated marketing
•Position your brand above competition
•Marketing strategy definition
•The 3 C`s of strategic marketing
•The strategic marketing
 Topics Program List

Marketing the Invisible

The nature of services
How services differ from products
Service marketing vs. product marketing
Strategies for marketing services
Designing and managing services
Increasing your profit margins by
creating services businesses from your product
Service quality model
Blueprinting customer contact opportunities
Managing the moments of truth
Exceeding customers dream list
Measuring customer satisfactions
The value of knowing your customer
Creating customers for life
Creating customer driven organizations
 Topics
E-Marketing
Program List

•The definition & evolution of e-marketing

•The objectives of e-marketing
•The tools / hooks of e-marketing
•Requirements for effective implementation of e-marketing
•Measuring e-marketing effectiveness
•The challenges facing effective implementation
•WEB customers` relationship
•Building "WEB CRB"
•D-Base building and its effective usage in e-marketing
•Acquiring customers on the web
•The future of e-marketing
•Contextual marketing: the real business on the net
•Tools to identify the right approach in e-marketing
 Topics Program List

Event Management & Sponsorship

•What is a fair?
•Which fairs to join?
•How to set fairs objectives?
•How to set the budget?
•Visibility of joining the fair
•How to be different
•How to source vendors?
•Setting an action plan
•Defining sponsorship
•Types of sponsorship
•Benefits of sponsorship
•Visibility of sponsorship
•How to get the best out of sponsorship
•Case studies for successful sponsorship
 Topics Program List

EffectiveMerchandising
•The link between merchandising and the marketing strategy
•The merchandising tools and principles of developing good point of selling
•POS materials
•The merchandising tools and work process
•Different tools used by merchandiser
•Preparation phase
•Execution phase
•Wrap-up phase
•Shelf management
•Background information on shelf management
•Consumer information
•Company / trade
•Features and benefits of good shelf arrangements
•Planning
•Shelf merchandising
•Answers to common objections on shelf resetting
•Special displays
•Brief description of Plano grams
 Topics Program List

Export & International Marketing

•Identifying target markets
•The cultural environment in global markets
•Assessing global marketing opportunities
•Developing a global vision through marketing research
•Emerging markets
•Multinational market regions & market groups
•Entry strategies
•Developing global marketing strategies
•Global marketing management, planning & organization
•Creating products for consumers in global markets
•Marketing industrial products and services
•The global advertising and promotion effort
•Implementing global marketing strategies
 Topics
Customer Care

Customer Service & Care

Handling Difficult Customers
 Topics Program List

Customer Service & Care

•Definition of good service
•Customer satisfaction model
•Key customer benefits
•Why "customers care"?
•The customer is the manager
•The 3 A`s of Customer Care
•Your customer is your consultant
•Avoiding mistakes
•Is the customer always right?
•Listening (understand)
•Express (express to possess)
•Non-verbal communication
•Assertiveness
 Topics Program List

Handling Difficult Customers

Why dealing with difficult customers
Communication is the foundation
Dealing with different types of customers:
Angry customers
Complainers
Amiable customers
 Topics

Sales

•Sales Fundamentals &

Techniques
•Sales Coaching & Supervision
•Successful Selling Skills
•Advanced Selling Skills
•How to Manage Your Sales Force
•Managing Your Distribution
Channel / Distributor Profitability
•Sales Forecasting & Planning
•Telesales
 Topics Program List

Sales Fundamentals & Techniques

•Effective sales performance.
•Goal setting.
•Retail sales fundamentals.
•Coverage
•Distribution
•Merchandising
•Volume setting
•Trade brackets
•Selling techniques
•Communication skills
•Communication process
•Communication barriers
•Persuasive selling
•Handling objections
•Closing the deal
 Topics Program List

Sales Coaching & Supervision

Review and recap for the sales fundamentals
Coverage
Distribution
Merchandising
Volume setting
Trade brackets
Recap for the selling techniques
Persuasive selling
Handling objections
Training and coaching
Coaching process
Coaching principles and fundamentals
Coaching and delegation
Motivation
The most effective motivation methodology
Criticizing techniques
Feedback process
How to make every meeting a training session
 Topics Program List

Successful Selling Skills

•Competencies of the successful sales person
•Identifying the key expectations of your client
•Measuring your effectiveness
•Planning
•Behavioral style
•Profiling your own personal style in relation to sales
•Identifying behavioral styles of the decision making unit (DMU)
•Developing the flexibility to adopt your sales approach to the
• Behavioral profiles of your own clients
•The face-to-face sales process
•Mastering question and probing skills to discover
the need behind the Customer needs
•Improving listening skills to really hear your client
•Presenting problem-solving solutions
•Effectively receiving and overcoming objections
•Specific techniques to close the sale
•Price techniques
•Clearing the price objections
•Key principles for relating the value to the price
•Time and territory management
•Take your own action plan back to office
•Advanced Selling Skills Topics Program List

•Structure the consultative process

•How to become appreciated solution expert in your customer's mind
•The changing business environment
•To better manage your efforts to obtain the desired results
•Developing consultative knowledge and skills
•How to create a customer relationship
•Planning for competencies, efforts, and results
•Increasing your effectiveness as a communicator
•The skill of sales consultants
•Managing the customer relationship to increase repeat business
•How to build and keep a long term business relationship
•Build your personal network in your customer company
•Learn how to sell to other decision makers through the person who
deal with key account management
•Competing on value: selling value performances instead of product
performance
•The No. 1 & 2 rules of value-added selling and their practical
consequences
•Six fundamentals stages of account management
How to Manage Your Sales Force Topics
Program List
•Excellent sales manager
•Critical success factors
•The transition from selling to managing
•Selecting and developing the sales plan
•The sales operation
•The need for sales controls
•Setting up and using a control system
•Identifying and using standards of performance
•Sales planning
•What should be in one?
•How your business situation affects the link to vision, mission
and strategy
•Link to and translate corporate goals
•Techniques for developing action plans
•Leadership and the sales managers
•The coaching culture
•Situational leadership
•Motivating and guiding the sales team
•Learning principles and styles
•Links between your behavior and the team results
•Essential tools for developing the sales team
•Appraising and review
•Comparing how appraisal and review systems work
•Recruiting the sales force
Managing Your Distribution Channel / Distributor Profitability
Topics

Channel essentials and dynamics Program List

Direct and indirect channels
Distribution channels in mature, developing and emerging markets
Types of channel flow evolving markets
Alternative approach to reaching markets
Selecting and assessing a distributor and distribution channels
Determining the best channel of distribution for the manufacturer
Search and selecting techniques, procedures and process PPP,
PIQ, PIP
Establish the agreement with the distributor-sample distribution agreement
The integration of distribution activities in the total marketing effort
Making the relationship works
Understanding the partnership mechanisms and forces at work
Strategy for increased distribution channel sales
Evaluation procedures and processes for the channels and the relationship
Financial consideration
Structure, contents and linkage of the key financial statements
Key ratios used to measure profitability and financial stability
The management of the working capital cycle, including inventory
credit control
The concept of break-even analysis and margin of safety
 Topics Program List

Sales Forecasting & Planning

Forecasting vs. planning (def. and objective)
Why sales forecast
Needs of marketing, sales, finance, production and logistics
SFM tools
SF techniques
SF system
SF managerial approaches (4 types)
SF performance measures
Sales forecast techniques (Description)
Time – series technique (quantitative method)
Regression analysis
Qualitative
Best analysis
Workshop
Sales planning (Best practice)
Selling integrated sales plan (objective based)
Using OGSM format
Sales planning tools
Sales budget plan (based on variable and fixed elements)
Sales assumption model (for FMCG & DG)
Projected sales forecast based on actual
Contingency between (concept and requirements)
Workshop
Telesales Topics Program List

•Why do we need telesales?

•Benefits
•Drawbacks
•Pre-call planning
•Telesales techniques
•Voice
•Listening
•Phone manners (do`s & don'ts)
•Ask questions (clarify & confirm understanding)
•Set expectations
•Follow up & ask for commitment
•Know your product
•Understand features
•Believe in what you are selling
•Find out how the product can suit the customer's needs
•Handling objections
•Why do objections rise?
•How to overcome objections?
•Closing techniques
•Relate benefits to customers
•Closing questions that get the deal!
 Topics

Human Resources
•HR Mini Diploma
•Fundamentals of H.R
•Find, Get, & Keep The Best
•Conducting Professional
Interviews
•Performance Management &
Direction Setting
•Performance Appraisal
•Corporate Culture
•Succession planning& career
development
•Train the Trainers
 Topics Program List

HR Mini Diploma
•Today's competitive environment
•Organizations need to change (open discussion)
•Employee communication
•Job design and evaluation
•Recruitment and selection
•Performance appraisal
•Compensation and benefits
•Training and development
•Succession planning
•Operation review
 Topics Program List

Fundamentals of H.R
Contents
•Understanding how the legal framework affects HR and individual issues and actions
•Defining the steps to be taken in successful recruitment
•Appreciating how good performance management benefits organisations
•Recognising the processes of grievance and disciplinary issues, discrimination and absence management
•Recognising the activities involved in exiting people, redundancy or movement of employees
•Exploring the possibilities of consultation and communication in reviewing or introducing new practices
•Discussing how current practice operates and its effectiveness
•Action planning for future developments back in the workplace
•Best Practice
•Reviewing policies and procedures to ensure best practice
•Identifying how employees should be treated
•Recognising the rights of employees and employers
•Understanding how organisational actions in dealing with people affect short and long term effectiveness
•Resources and information
•Understanding the role of HR within the organisation
•Acknowledging when specialist support is required
•Recognising sources of advice and information
•Measuring and evaluating the benefits of external support
 Topics Program List

Find, Get, & Keep The Best

•The business approach to managing people
•Know your candidate
•What is your candidate pool?
•What is your market?
•Who is your competition?
•Recruiting channels
•Making a job offer
•Recruiting activities
•Compensation
•Retention
•Employee satisfaction
•Employee ownership!
•Job enrichment, career development, etc
 Topics Program List

Conducting Professional Interviews

•The importance of recruiting
•The "critical performance factors"
•Behavioral interviewing, the techniques and concepts
•Asking questions
•Common interviewer errors
•Evaluation of evidence
•Rating the candidate
•Share learning
•Making a decision
•Answering questions
•Closing the interview
•Interviewer qualification
 Topics Program List

Performance Management & Direction Setting

•The strategic role of performance appraisal

•Performance appraisal objectives
•Formal versus informal performance appraisal
•Frequency of performance appraisals
•Who does performance appraisal
 Topics Program List

Performance Appraisal
•The appraisal process
•The supervisor's role in appraisal
•Steps in appraising performance
•How to clarify what performance to except
•The appraisal methods
•Graphic rating scale method
•Alternation ranking method
•Paired comparison method
•Critical incident method
•Narrative incident method
•Behaviorally anchored rating scale
•The management by objectives (MBO) method
•Mixing the methods
•Appraising performance problems and solutions
•Dealing with rating scale appraisal problems
•How to avoid appraisal problems
•Legal and ethical issues in performance appraisal
•Who should do the appraisal?
•The appraisal interview
•Types of interviews
•How to prepare for the appraisal interview
•How to conduct the in
 Topics Program List

Corporate Culture
•Corporate culture definition
•The organization: age, size and culture
•The levels of organization culture
•The cultural web of an organization
•Vision … as a base for corporate culture
•Strong and weak cultures
•Changeable and non-changeable cultures
•Market-based and non market-based cultures
•Culture change: when?
•Strategies for change
•Strategy culture fit
•Corporate culture resistance to change
•How culture perpetuates itself
•Mechanism for embedding and reinforcing organization culture
Succession planning& career development Program List

Topics
•Introduction and objectives
•Why do I work? •Starting to make a decision
What do I expect from work? •Assessing the ‘attractiveness’ of each job
•Career planning •Reviewing constraints
•Why plan, or at least think about my career? •Assessing the realism of each choice
•Taking ownership •Taking the first steps
•Work preferences •Clarifying actions needed
•Types of work •Marketing yourself
•Exploring work preferences and •Preparing a CV
• personal values •Setting goals
•What am I good at? •Monitoring and adapting career
•Assessing skills, knowledge and experience plan as needed
•Identifying options •Psychometric profile
•What jobs are available? •Receive a personal behavioral profile to help
•What options do I have?
•Assessing options
•Creating a plan
•Gathering relevant information
•Mapping a path
•Conducting interviews to gain further insight

•
 Topics Program List

Train the Trainers

•Getting started
•Preparing a training course
•Preparing yourself
•Delivering the training course
•Handling the audience
•Co-training
•closing
 Topics

Finance

•Finance for Non Financiers

•Financial & Cash Flow Analysis
•Budgeting Techniques
•Feasibility Studies
 Topics Program List

Finance for Non Financiers

• Accounting:
• Introduction
•The purpose of accounting
•Financial reporting
•The use of financial statements
•Integrity and ethics
• The financial statements
• The accounting records
• The balance sheet
• The statement of owner's equity
• The income statement
• Completing the accounting cycle
• Financial statements and relationships
• Financial statements analysis
• Measuring liquidity
• Measuring profitability
• The statement of cash flow
• Cash flow statement versus income statement
• Financial management:
• Overview of financial management
• Time value of money
• The cost of capital
 Topics Program List

Financial & Cash Flow Analysis

•Qualitative analysis
•Overview
•Review of asset conversion cycle
•Quantitative analysis
•Spreading
•Profitability analysis
•Asset management
•Liquidity and capital structure
•Cash Flow analysis
•Cash Flow mechanics
•Cash Flow interpretation
Budgeting Techniques Topics Program List

• Strategic planning
• Nature, objectives, and functions of strategic planning
• The relationship between strategic planning and strategic
management
• Types of strategic plans
• Steps of applying strategic planning
• Budgeting process
• Nature and objectives of budgeting process
• Types of budget
• Principles and rules of budget preparation
• The relationship between budgeting and strategic planning
• The role of master budget in business planning and control
• Operating budgets
• Sales budget
• Production budget
• Material budget
• Labor budget
• Overhead budget
• Forecasted income statement
• Cash budget
• Budgetary control techniques
• Using quantitative techniques in budget preparation
• Capital budget
 Topics Program List

FeasibilityStudies
Nature, objectives, and steps of strategic planning
The relationships between strategic planning and feasibility studies
Nature, objectives, and importance of feasibility studies
How to prepare marketing feasibility studies
Product planning
Price planning
Promotion planning
Distribution planning
How to prepare technical feasibility studies
Location studies
Raw material studies
Labor studies
Fixed assets studies
How to prepare economic and financial feasibility studies
Capital budget techniques
Capital budget steps
Cost / benefits analysis
Investment evaluation models
Non-present value models
Present value models
Environment feasibility studies
Measuring and managing environment costs
Feasibility studies and post-audit analysis
 Topics

Accounting

•Accounting For Non-Accountants

•Activity-Based Costing
•Cost Reduction Techniques
•Strategic Cost Management
•Tax Accounting For Non-Tax
Accountants
•Advanced corporate finance
•Cost Accounting
 Topics Program List

Accounting For Non-Accountants

•Understanding different business activities
•Introduction to different accounting types
•Different uses of accounting information
•The accounting equation
•Accounting framework
•Double entry bookkeeping
•Accounting cycle
•Financial statement
•Balance sheet
•Income statement
•Cash flow statement
•Assets
•Liabilities
•Owner's equity
•Introduction to ratio analysis
 Topics Program List

Activity-Based Costing
•ABC concepts and methods
•Comparing ABC to other cost systems
•Objectives of ABC
•Advantages of applying ABC systems
•Designing activity
•Identify activities
•Assign resources costs to activities
•Identify outputs
•Link activity costs to outputs
•Identify activities
•Unit level (volume-driven) activities
•Batch-level activities
•Product-sustaining activities
•Facility sustaining activities
•Activity centers
•Activity sorting
•Assign resources costs to outputs
•Direct charging
•Estimation
•Arbitrary allocation
•Link activity costs of outputs
•Cost driver concepts
 Topics Program List

Cost Reduction Techniques

•Cost control versus cost reduction
•Limitations of standard cost and budgeting
as cost control tools
•Target cost and cost reduction
•Strategic implications of target costing
•The target costing process
•Establishing target costs
•Attaining target costs
•How cost reduction occurs in practice
•Technical properties of target costing and cost reduction
•Behavioral issues in target costing and cost reduction
•Cultural implications of target costing & cost reduction
 Topics Program List

Strategic Cost Management

•Traditional cost analysis
•Strategic management
•Strategic cost management
•Value chain analysis
•Suppliers
•Customers
•Strategic positioning analysis
•Cost leadership
•Product differentiation
•Cost driver analysis
•Structure cost drivers
•Executional cost drivers
 Topics Program List

Tax Accounting For Non-Tax Accountants

•Tax administration
•Mobile capital tax
•Commercial and industrial profits tax
•Salaries tax
•Non commercial professions profits
•Corporate tax
 Program List

Advanced corporate finance

Topics
•To enable students to understand the theory and
practice of capital budgeting and financing decisions and
to apply their knowledge to real-world financial
decisions.

•make rational capital budgeting by applying the

principles of time-value of money and the risk-return
relationship;
• describe the different sources and types of corporate
financing;
•understand how capital structure and dividend policy
affect the value of the firm;
• know about mergers and acquisitions; and understand
the basic problems of corporate governance arising from
agency problems.
 Topics Program List

Cost Accounting

1. Understand the scope of cost and management accounting.

2. Classify, describe and estimate the behaviour of different types of
costs .
3. Compute and prepare accounting entries for job, process and joint
product costs .
4. Justify the use of predetermined departmental overhead rates,
calculate overhead rates (including service departments), calculate and
explain the accounting treatment for over/under recovery .
5. Comprehend and apply the principles of C-V-P analysis and relevant
costs to marketing and operations management decisions. Describe
and evaluate the effects of variable and absorption costing on financial
statements .
6. Understand the content and compilation of the separate budgets
comprising the master budget. Manually and by the use of spreadsheet
software prepare budgets from original data .
 Topics

Quality Management

Quality Assurance for Prodution

Organizations

Quality Assurance for service

Organizations
 Topics Program List

Quality Assurance for Production Organizations

Introduction to quality assurance•

History of quality assurance•
What are systems, procedures, and action plans?•
What skills are needed for a quality assurance owner?•
Main elements of quality assurance (on-going case studies during the•
training after completing each element)•
Learning and future steps•
Introduction to quality assurance level 2•
 Program List

Quality Assurance for service Organizations Topics

1. the fundamental nature of quality assurance, its

strategic importance in business and industry, and
the economic impacts of quality ;
2. the managerial issues involved in planning and
designing quality assurance systems, behavioral
issues involved in motivation, control of quality
systems, and employee involvement ;
3. the technical system: quality of design and
performance, the focus is on engineering and
statistical concepts relevant to designing for quality
in manufacturing and service organizations; and
4. the technical system: quality of conformance, topics
of inspection and measurement, process control and
acceptance sampling .
 Topics

Secretarial

•Persuasive Business Writing

•Effective Report Writing

•Business Documents & Records
Management
•How To Think and Act Like an Office
Manager
•The Executive Secretary
 Topics Program List

Persuasive Business Writing

Communication
Mastering the art of questioning
Understanding audience
Effective proposal writing
Writing principles
Report format
Writing steps
Key components of a proposal
Key questions to answer
Business correspondence
Competitive communication
Methodology for evaluating and
preparing a sales proposal (QUEST)
 Topics Program List

Effective Report Writing

•Writing as part of a process

•Why do we write?
•When do we write?
•What do we write?
•How do we write?
•Knowing your reader
•Steps to develop better writing skills
•Prepare
•Outline
•Edit
•Things to avoid
•Meeting summary basic sections
•Wise thoughts
•Examples of good documents
 Program List
Business Documents & Records Management
•Records and records management Topics
•What is a record?
•Ten business reasons for records management
•The key elements of records management program
•Filing systems
•Active records management
•File arrangement
•Coding system
•Information indexing system
•Filing documents
•Reducing time and area of search
•Electronic records management
•Managing active electronic records
•Managing inactive electronic records
•Software
•Managing e-mail effectively
•Database
•Forms management
•Forms control
•Electronic forms
•Managing inactive records: transfer and disposal
•Perpetual method versus periodic method
• Transfer list
 Program List

How To Think and Act Like an Office Manager

Topics

•The nature of change

•Establishing purpose in
•coaching
•Identifying the knowledge ,
•skills and attitudes required
•Goals, targets and objectives
•Setting goals
•Using a SMART, PURE, PACE approach
•Finding the motivation
•Overcoming barriers to motivation
•Communication skills
•Effective questioning techniques
•Moving from push to pull
•Practicing listening skills
•Challenging appropriately
•Maintaining momentum in coaching
•Reviewing progress
•Giving feedback
•Giving praise
 Topics Program List

The ExecutiveSecretary

•The communication process

•Tools and guidelines to effectively manage work and time
•Handling the telephone
•Dealing with callers and customers
•Handling incoming and outgoing mail
•Arranging hotel, flight and other reservation
•Filing
 Topics

De Bono Thinking Center

De Bono s CoRT
De Bono s Six Thinking Hats
 Topics

De Bono s CoRT
Lesson 1: YES, NO AND PO. "Po," a device for showing that an idea is
being used creatively without any judgment or immediate evaluation.
Lesson 2: STEPPING STONE. The use of ideas not for their own sake but
because of other ideas they may lead to.
Lesson 3: RANDOM INPUT. The input of unrelated spurious ideas into a
situation may change the situation.
Lesson 4: CONCEPT CHALLENGE. The testing of the ' uniqueness" of
concepts may lead to other ways of doing things.
Lesson 5: DOMINANT IDEA. In most situations there is a dominant idea. In
order to be creative one must find and escape from it.

Lesson 6: DEFINE THE PROBLEM. An effort to define a problem exactly

may make it easier to solve.
Lesson 7: REMOVE FAULTS. The assessment of faults and their removal
from an idea.
Lesson 8: COMBINATION. By examining the attributes of seemingly
unrelated items new items may be created either by fusion or by
combination.
Lesson 9: REQUIREMENTS. An awareness of requirements may influence
the creation of ideas.
Lesson 10: EVALUATION. Does an idea fulfill the requirements; what are its
advantages and disadvantages?
 l
.

De Bono s Six Thinking Hats h

e
Y
Topics
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l
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H
technique to improve your a
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encouraging you to recognize s
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n
using, and to apply different n
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types of thinking to the a
n
subject. d We all use different types of
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thinking, usually without
s
i
realizing it. For example, if
t we are feeling pessimistic
i
v about the situation, that is
e
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Our Clients: Main

Alexandria Carbon Black

Booz Allen Hamilton

Adidas
Dreem (Unilever Mashreq)

ExxonMobil Pirrelli

Ghabbour
MIDOM

Fathalla Gomla Market Pregis Packaging

Our Clients: Main

•Janny Dan School (Cairo)

•EL Darweesh plastics

•El Ola Plastics

•ALO Tech

•El Alameia Plastics

•Al Kemma (optics)

•Ouoon Vision Center (optics)

Main
Main
Main
Main
Main
Main
Main
 Skills Training Methodology
Main

1 2 3
Corporate
Client Contact TNA
Presentation

Scheduled
Trainings 5 4
Customized Trainings
Program Design Prioritization
Customized
Trainings
8

Follow Up
6 7
Program
Training
Objectives
Implementation
Definition
9

Evaluation
 ‫الطريقة المتبعة في عمل التدريبات‬
‫‪Main‬‬

‫‪1‬‬ ‫‪2‬‬ ‫‪3‬‬

‫عرض تقديمي على الالب‬ ‫تحديد احتياجات الشركة‬
‫االتصال بالعميل‬
‫توب‬ ‫للتدريب‬

‫تدريبات على جدول‬

‫زمني محدد مسبقا‬ ‫‪5‬‬ ‫‪4‬‬
‫تصميم برنامج تدريبى‬ ‫ترتيب أولويات برنامج‬
‫خاص بالشركة‬ ‫التدريب‬
‫تفصيل برنامج تدريبي‬
‫مخصص للشركة‬
‫‪8‬‬

‫المتابعة‬
‫‪6‬‬ ‫‪7‬‬
‫تعريف أهداف التدريب‬
‫عمل التدريب‬
‫بعناية للشركة‬
‫‪9‬‬

‫التقييم‬
 Main
Skills TNA Methodology

1 2 3
Business Business Focus Areas
Understanding Challenges Definition

Managerial
Skills 5 4
Areas Needs Focus Areas
Definition Diagnosis
Interpersonal
Skills

6
Corporate
Training Needs
 Main

Skills Business Consulting Methodology

1 2 3
Corporate Business
Client Contact
Presentation Diagnosis

6 5 4
Strategy Roadmap Priorities
Formulation Design Scoping

7 8 9
Implementation
Follow Up Evaluation
Support
 Skills Recruitment Methodology Main

1 2 3
Corporate Recruitment
Client Contact
Presentation Needs

6 5 4
Primary Search & Recruitment
Filtration Collection Criteria Setting

Final Selection
7 8
Advanced Candidates
Filtration Recommendation
10

Employment