PTS 2012: Seminar 1
Fundamental Sales Management Training: Sell Less, Increase Sales

Fundamental sales management training course to provide you with the sales management skills and techniques to get your sales team performing.


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 established 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.

Event Details

Seminar 1 has ended
Date: Wednesday, 22 February 2012  Time: 9:30~17:30
Venue: Tokyo Midtown, 4F Midtown Tower, 9-7-1 Akasaka, Minato Ward, Tokyo.
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: Wednesday, 15 February 2012
Payment terms: Payment for each seminar is required by bank transfer and should be made prior to the registration deadline.

Who Should Attend

• Sales Managers
• Internal Sales Trainers
• HR personnel responsible for internal training & development
• Business owners who manage their own sales teams


Key Topics & Learning Objectives

• What makes an effective sales manager?
• Learn the roles & responsibilities of a successful sales manager
• Benefits of field coaching vs classroom training
• Introduction to the fundamentals of developing subordinates
• Identifying and evaluating strengths & weaknesses of subordinates
• Key Management Skills: Motivation, Communication, Leadership


Workshops and Management Tools Development

• Understanding what motivates your subordinates
• Understanding your own management style and potential
• Role play methodology and evaluation forms
• SKA for sales managers (Skills, Knowledge, Attitudes)


*Presented in Japanese with support material in Japanese and English

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