Seminar 3: Keys to Selling: Pre-Call Planning
and Selling Skills

Detailed planning and effective preparation for Selling: Vital skills for any sales professional.


Ziya Muhamedcani MBA

President & Head Trainer, Sales Institute Japan KK

Ziya began his international business career as a sales rep and sales manager with the Car­nation Company, before moving on to Johnson & Johnson, where he held senior management positions in Sales & Marketing in Japan, the US and Taiwan.

Ziya establ ished the Madison Company in 1992, providing sales and marketing con­sulting and training services to companies in Japan, the US and Asia, before launching Sales Institute Japan in 2010 with a focus tailored specifically to the Japanese market.

Over the past 20 years Ziya has delivered over 500 classroom training sessions, conducted 1,500+ field training sessions, and coached/ trained in excess of 5,000 sales and marketing personnel. Ziya is fluent in English and Japanese.

Zane Inglis

Senior Trainer, Sales Institute Japan KK

Originally from New Zealand, Zane has spent 10+ years in senior sales and marketing positions within the international education, publishing and media industries in Japan.

With more than 8 years experience developing and delivering sales training programs throughout Japan, Zane has a unique insight into what is required to maximize the potential of a Japanese sales force.

With a bachelor of International Studies, majoring in Japanese and Asian business, Zane is fluent in Japanese and English.

Event Details

Seminar 3 has ended
Date: Thursday, 14 July 2011 Time: 9:30~17:00
Venue: Tokyo Midtown, 4F Midtown Tower, 9-7-1 Akasaka, Minato Ward, Tokyo.
Tel: 03-5530-9330 for the Conference Reception.
Nearest stations: Roppongi (Oedo Line, Hibiya Line) or Nogizaka (Chiyoda Line).
Fee: 45,000yen per person (Tax inclusive 47,250yen) (includes lunch & refreshments).
Registration deadline: Thursday, 7 July 2011.
Payment terms: Payment for each seminar is required by bank transfer and should be made prior to the registration deadline.

Who Should Attend

• Sales Professionals
• Sales Managers & Team Leaders
• Internal Sales Trainers
• HR personnel responsible for internal training & development
• Business owners who are actively involved in their company’s sales

Key Topics & Learning Objectives

• Selling essentials
• Skills, knowledge & attitude
• Schedule management/ daily activity guidelines
• Successful targeting
• Research & information gathering
• Handling objections
• Write it down
• Knowing your products & your competitors
• More, not less

Workshops and Management Tools Development

• Daily activity guidelines
• Features, Benefits and Incentives to buy

*All events presented in Japanese with materials available in Japanese and English

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