PTS 2012: Seminar 3
Sales Managers: Coaching Subordinates and Developing Sales Team

How do you train and increase the skills of your sales subordinates?
A detailed insight into the tools and techniques require to effectively develop your sales force.
Learn how to coach and give feedback to your sales teams to help improve their performance.


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, 24 May 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: Thursday, 17 May 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
• Internal Sales Trainers
• HR personnel responsible for internal training & development
• Business owners who are actively involved in their company’s sales teams

Key Topics & Learning Objectives

• Introduction to the fundamentals of developing subordinates
• Understanding learning patterns
• Types of training: benefits of field coaching vs classroom training
• Identifying and evaluating the strengths & weaknesses of your sales team
• Developing annual training programs for your sales subordinates
• How to increase productivity through learning effective training and coaching skills.
• Field sales coaching and feedback techniques

Workshops and Management Tools Development

• Develop annual individualized training program for your sales personnel
• Field sales training methodology: forms and guidelines
• Sales personnel daily activities guidelines

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

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