PTS 2012: Seminar 2
Keys to Selling: Pre-Call Planning and Selling Skills

Fundamental selling skill training course to become a more effective sales person.
Detailed planning and effective preparation, 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 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

Date: Thursday, 22 March 2012  Time: 9:30~17:00
Venue: Kikai Shinko Kaikan (3-5-8, Shiba-koen, Minato-ku, Tokyo)
Nearest stations: Kamiyacho (Hibiya Line), Onarimon (Mita Line) or Daimon (Asakusa Line).
Fee: 45,000yen per person (Tax inclusive 47,250yen) (includes lunch & refreshments).
Registration deadline: Thursday, 15 March 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 Professionals
• New Sales Managers & Team Leaders
• Internal Sales Trainers
• HR personal responsible for internal training & development
• Business owners who are actively involved in their company’s sales teams

Key Topics & Learning Objectives

• Selling essentials
• Roles of sales professionals
• Schedule management/daily activity guidelines
• Successful targeting
• Customer research & information gathering
• Handling objections
• Importance of writing it down
• Knowing your products & your competitors
• Skills, knowledge & attitudes

Workshops and Management Tools Development

• Daily Activities Guidelines
• Features, Benefits and Incentives to buy
• SKA for sales personnel (Skills, Knowledge, Attitudes)

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

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