NYIM Program Catalog


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New York Institute of Management provides Premier Executive Education Solutions. We are committed to advance the management practice and enhance organizational performance by creating and disseminating business knowledge and making it relevant, effective and universally accessible.

To find out more about our Certificate and Course Portfolio of programs please visit www.nyimexec.com

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NYIM Program Catalog

  2. 2. Table of Contents Why NYIM Corporate Education? 3 Open Enrollment Programs 5 Accounting Courses 6 Finance Courses 9 Management Courses 13 Marketing Courses 18 Sales Courses 23 Certificate Programs 26 Finance for Non Financial Managers 27 Emerging Leaders Development Program 28 Sales Management & Leadership 29 Mini MBA 30 Marketing Management 31 Strategic Customer Management 32 Retail Grocery Management 33 NYIM Approach 34 2
  3. 3. WHYNYIMExecutiveEducation ? 3 3
  4. 4. Dedicated and Authoritative FacultyAll our programs are designed and developed by thought-leading faculty andindustry experts. All our senior faculty are teaching at Leading Business Schoolswith a minimum of over ten years of university and corporate educationexperience.Quality EducationWe develop our programs with a focus on the fusion of theory andpractice. Practitioners learn more than just concepts; they learn how to applythose concepts to real-world work situations. The NYIM curriculum is designedaround industry standards and expectations for professionals in each field.Flexible and AccessibleStudying with NYIM puts you in control. We provide access to robust onlineexecutive education programs that enable flexible scheduling and logistics tomeet the needs of our students. All our courses are self-paced but instructorfacilitated and you can study whenever and wherever you like withoutcompromising on quality.Practical and RelevantTheoretical knowledge is essential, but there’s also no substitute for appliedskills. We draw upon the experience of thought-leading faculty and usereal-life case studies, providing you with practical skills that you can employ inthe workplace. 4
  5. 5. OpenEnrollmentPrograms 5 5
  6. 6. ACC 515:Accounting Understanding Financial Statements Benefits By the end of this course, participants will be able to:  Read, analyze and interpret financial statements of organizations.  Apply different tools and techniques for assessing a companys performance, such as financial ratios, cash flow analysis andThe accounting discipline has undergone mas- forecasting techniques.sive changes in the last few years, becoming  Understand the process that generatesboth broader and more complex. Today, accounting numbers and its implications for the quality of those numbers for decision purposes.accounting is "the language of business"because it is the vehicle for reporting accurate  Understand the business environment a company operates in and the financing, investing andfinancial information and the most operating strategies of a company.fundamental organizational tool for businessplanning and control. Program OutlineNYIM accounting programs provide Intro to Financial Statement Analysispractitioners with a thorough understanding of  Framework of financial statementsthe latest accounting principles and reporting  Accounting equationpractices, as well as expertise in financial  Accounting principlesplanning, data analysis and interpretation. Income statement  Revenue recognition principles  Predicting future profitability.  Reporting deferred and accrued income  Revenue versus cash flow Balance Sheet  Analyze the main components of a balance sheet.  Receivables, expenses, inventory and investments Valuing assets  Predicting financial distress. Cash Flow Statement  Elements of cash flow statements  Cash flow versus profit  Uses of cash flow in financial analysis  Accruals, cash flows and earnings quality Performance Measurement  Key profitability measures  Forecasting future earnings & cash flows  Recognize warning signals early on Tuition Program Cost: $925 Duration: 5 weeks / 20 hours 6
  7. 7. ACC 525: ACC 535:Managerial Accounting Advanced Financial AccountingBenefits BenefitsBy the end of this course, participants will be able to: By the end of this course, participants will be able to:  Demonstrate how the accounting system records  Understand the accounting based valuation and reports the flow of costs in organizations. model and be able to compare it to dividend  Apply activity-based costing and management discount and cash flow valuation models (ABCM) to eliminate non-value added costs.  Analyze the financial statements for valuation  Distinguish between variable costs and fixed purposes and reformat them to input into an costs, between short run and long run, and accounting valuation model. define the relevant range.  Perform a full-information financial statement  Identify the characteristics and behavior of dif- forecasting, valuation and business strategy ferent types of costs and analyze decisions that analysis influence these costs.  Analyze equity risk and return using financial  Recognize the importance of management statements. accounting in an organization and how it can be  Prepare an equity research report on, say, two used within the context of the other functions of companies within an industry, supported by the the company. creation of a spreadsheet valuation model.  Perform sensitivity analysis on valuation product.Program Outline Program OutlineIntroduction to Managerial Accounting Accrual Accounting and Valuation: Pricing Earnings  Distinguish between financial & managerial  The concept behind the price-earnings ratio accounting  A model for anchoring value on earnings  Conceptual framework of management accounting  Income Statement, Balance Sheet and Cash Flow  Understand cost classification in relation to time, Analysis volume, cost, inventory valuation. Statement of Shareholders’ EquityManagement Control and Budgeting  Reformulating the statements of owner’s equity  Approaches to management control.  Ratio Analysis  Interactions between different types of budgets. Profitability, Growth, and Sustainable Earnings  The use of the budget in planning and control. AnalysisActivity Based Costing  Distinguishing Financing and operating activities  Identify particularities of activity-based costing.  Drivers of Operating profitability  Determine cost of activities and of cost objects.  Evaluation of different ratios  Resources, drivers, and cost objects notions. The Value of OperationsPerformance Measurement Systems  Enterprise Price-to-Book Ratios  ROI analysis by calculating the: Payback, WACC,  Price-Earnings Ratios IRR, ROA, NPV. Business strategy analysis  Assess revenue and cost variances.  Full-information forecasting and valuation  Managerial decision making.  Equity Risk, Cost of Capital and ReturnTuition TuitionProgram Cost: $925 Program Cost: $925Duration: 5 weeks / 20 hours Duration: 5 weeks / 20 hours 7
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  9. 9. FIN 530:Finance Corporate Finance Principles Benefits By the end of this course, participants will be able to:  Build a basic finance foundation and develop a better understanding of the financial environ- ment in which firms operate  Improve your financial vocabulary so that youA strong command of corporate finance is vital are better able to understand and interpret fi-to driving business profitability and nancial information.performance. However, a sound knowledge of  Identify the drivers of profit measurement and alternative approaches to asset valuationsanalytical techniques and tools is not enough –a capacity for critical evaluation and reflection  Evaluate how investment and financing decisions are affecting firms overall financial performanceis just as crucial.  Increase your comprehension of current analyti- cal practices and techniques.Achieving this means separating fact from fic-tion, knowledge from assumption andmeasurement from mere estimation – skills ourfinance programs will teach you. Program Outline Introduction to Corporate Finance  Financial statements overview  The time value of money Risk and return  Attitudes and types of risk  Measuring risk and return  Capital asset pricing model Capital budgeting  Concepts and procedures of capital budgeting  Investment criteria ( NPV, Payback and IRR)  Operating leverage and scenario analysis Cost of Capital  Financial leverage  Optimal capital structure Financial Management  Elements and role of financial planning  Operating cycle and cash cycle Tuition Program Cost: $925 Duration: 5 weeks / 20 hours 9
  10. 10. FIN 550: FIN 560: Mergers and Corporate Financial Strategy Acquisitions for Executives Benefits Benefits By the end of this course, participants will be able to: By the end of this course, participants will be able to:  Undertake a financial analysis of an organization  Create a corporate restructuring strategy based and interpret the results in the context of on building competitive advantage and share lending and investing decisions. holder value.  Assess the financial risks that organizations face,  Identify and address key variables (legal, tax, in particular credit, interest and foreign cultures, etc.) in an acquisition analysis. exchange risk, and be able to adopt risk-hedging strategies.  Understand different ways of valuing a target and explore how different valuation implications  Evaluate the financing choices available to affect potential deal structures. organizations, and master how the optimal financial structure should be determined.  Identify various types of financing techniques and determine the framework for successful post  Understand how organizations measure financial deal integration. performance internally and how their financial performance is assessed by stakeholders in a  Build a communication plan to support your deal. global context. Program Outline Introduction to Mergers and Acquisitions  M&A process and key terms Program Outline  How M&As can create shareholder value  Competitive conditions that must drive valuations Introduction to Finance Valuation for Mergers and Acquisitions  Goals of financial managers  Asset-based and balance-sheet approaches  Raising capital: the process & players  Market value approaches Valuation  Multiples, comparables and DCF models  Valuation multiples  Establishing required rates of return  Adjusted Present Value Financing a deal  Weighted Average Cost of Capital  Capital structure considerations Financing Decision  Cash, shares or exchange  Determinants of financial structure  Mezzanine debt, high-yield bonds, and private  Sources and costs of financing equity sources  Financial instruments & cost of investments Due Diligence and Integration Capital Structure  Developing a negotiating stance  Restructuring distressed companies  Assessing buyer and seller motivations & constraints  Bankruptcy costs and financing choice  Structuring and closing the deal  Separation of ownership & control  First 100 days plan; ongoing implementation Value Based Management Stakeholder Communication  Greater shareholder value  Create a communication strategy  Performance Metrics  Motivate staff and retain key employees  Get buy-in from customers, suppliers and other strategic partners Tuition TuitionProgram Cost: $975 Program Cost: $1,075Duration: 5 weeks / 20 hours Duration: 5 weeks / 20 hours 10
  11. 11. FIN 580:Corporate Financial StrategyBenefitsBy the end of this course, participants will be able to:  Improve ability to discriminate between sources of change in financial performance.  Instill an appreciation for how the market values companies.  Teach the connection between operations and true financial performance.  Present a useful tool for analyzing all operational and financial decisions in light of expected effect on free cash flow.Program OutlineEnterprise Value Creation  How the market values a company  The value equivalents of a firmModern Financial Statement Analysis  Traditional balance sheet, income statement, and statement of cash flows analysis  The unified cash flow statementOperational Components of Value  The free cash flow equation  Creating a functional analysis of valueAnalyzing Performance  Understanding change, rate of change, and source of change  Using graphs to speed analysisHands-on Exercises  Case study materials used throughout the lessons  An analysis using financial statement and operational data Quality Education We develop our programs with a focus on the fusion of theory and practice. The NYIM curriculum is designed around industry standardsTuition and expectations for professionals inProgram Cost: $975 each field.Duration: 5 weeks / 20 hours 11
  12. 12. “ It doesnt matter where you are. We, literally, deliver anywhere in the world. ” 12
  13. 13. FIN 530:Management Corporate Finance Principles Benefits By the end of this course, participants will be able to:  Create, identify, and evaluate new venture opportunities.  Interpret customer needs and quantify the value proposition.Stepping up to management and a successful  Gain insights into adapting their business to aexecutive career takes a range of fresh skills, a changing global market.richer understanding of business issues and  Define their function within their business andlessons in new levels of leadership. Under improve their leadership competencies.expert faculty direction you will explore newbusiness concepts and will gain the skills tomanage integrated functions, implement Program Outlinestrategic plans and develop high performance The Entrepreneurial Processteams.  Entrepreneur’s Goals, Strategies & Execution  Think, Speak & Listen Like a SuccessfulYou will leave ready to assume more responsi- Entrepreneurbility in business – strategically astute and Generating Ideas & Defining the Businessaware of your decisions and their impact.  SCAMPER Method for Evaluating New Ideas  Measure an Entrepreneur’s Ability and Qualifications  Identifying “Points of Pain” Analyzing Potential Markets, Customers and Competition  SWOT Analyses of Market Potential  Defining & Measuring the Target Market Venture Strategy and Execution  Winning Marketing Strategy  Successful Business Model  Organizing the Company Bootstrapping & Financing Your Business  Establishing Financial Feasibility  Managing Risk & Uncertainty  Managing the Team Entrepreneurial Pitch  The Entrepreneurial Salesperson  Communicating the Opportunity  The Art of Persuasion & Negotiation Tuition Program Cost: $975 Duration: 5 weeks / 20 hours All program materials included. 13
  14. 14. MGT 528: Management Skills MGT 538: Sustainable Supplyfor Managers Chain ManagementBenefits BenefitsBy the end of this course, participants will be able to: By the end of this course, participants will be able to:  Understand the principal role as a manager and  Use product design, strategic sourcing and the basic functions of management. contracts to most efficiently match supply and demand.  Analyze and understand management styles for use in day-to-day applications.  Adopt value as a guiding principle to deliver superior managerial performance with significant  Apply different approaches to motivation for business impact. back on-the-job situations.  Discover tools to align core processes resulting in  Understand Team and other organizations the achievement of operational excellence. designs.  Understand frameworks to manage risks and  Take steps to institute more durable opportunities for sustainable supply chain man- organizational changes. agement on a global scale.  Apply methods relating to time, quality and costs in order to improve the efficiency of logistics and increase the competitiveness of the supplyProgram Outline chain.The role as a manager  Management defined Program Outline  Functions of management & changing workplace Introduction to Supply Chain Management  Competencies for effective management  Evolution and complexitiesOrganizing business resources  Key issues and trends  Organizing as a management function Managing Inventory  Role development in teams  Identify performance drivers  The role of a team leader & effective team building  Product life-cycle characteristics  Manage demand uncertaintyMotivating for enhance productivity Supply Chain Coordination and Integration  Principal motivational theories  Maslow’s hierarchy of needs  The bullwhip effect  McGregor’s Theory X and Theory Y  Supply chain coordination structures and central- ized decision makingLeading employees towardOrganizational Goals  Structure process-event dependencies  Innovative products & demand-driven strategies  Differences between management and leadership Purchasing and Sourcing  Principle leadership concepts  Personal actions for successful leadership  Frameworks for outsourcing  Value creation through effective procurementManaging organizational change  How the change process works Contracts and networks  The 7S model  Network planning and design  Tying all together  Make-to-stock and make-to-order  Inventory positioning and logisticsTuition TuitionProgram Cost: $975 Program Cost: $975Duration: 5 weeks / 20 hours Duration: 6 weeks / 24 hours 14
  15. 15. MGT 548: Effective Business MGT 558:Process Management Competitive Business StrategyBenefitsBy the end of this course, participants will be able to: Benefits  Confidently plan, organize and document a By the end of this course, participants will be able to: project by using a wide variety of tools that add  Understand basic concepts and the importance value to the project management process. of developing a competitive strategy.  Recognize when it is appropriate to adopt a  Apply a strategic framework to develop ‘project’ approach to managing your workload. sustainable strategies.  Become more effective in monitoring and  Compare, contrast and assess your competitor’s controlling the project work, change requests strategy. and resourcing pressures by using best practice processes and techniques.  Understand and use selected analytical and strategic tools.  Identify and manage risks proactively to minimize the impact of any deviations from the  Develop alternative strategies and be able to evaluate and select the best one(s). original plan.Program OutlineWhat is Project Management Program Outline  Understanding the role of the project manager Strategy definition and formulation  Determining a structured approach to managing  Strategy at different organizational levels projects - the project life cycle  How the strategy of the Firm determines its level  Understanding why projects fail of performanceDefining a Project  Barriers to strategic development and  Setting and agreeing objectives, scope and implementation constraints The analysis phase  Brainstorming using mind maps  Positioning, resource, and process choices  Defining tasks and activities  Analysis of internal factorsPlanning a Project  Analysis of external factors  Exploring tools and techniques (WBS, Gantt Charts, The creation and selection process Network Diagrams and Critical Path Analysis)  Defining long-term objectives, strategic objectives,  Determining the key project documentation and strategic initiatives  Techniques to maximize limited resources  Developing your strategyImplementing a Project  Impact of financial drivers  Monitor, track and control activities The deployment phase  Determine corrective actions and stay on track  Guidelines for setting metrics and targets  Adopting root cause analysis  Developing initiatives  Communication and status updates  The implementation planClosing and Reviewing a Project  Phase out plan and activities  Managing project transition and moving onTuition TuitionProgram Cost: $925 Program Cost: $975Duration: 5 weeks / 20 hours Duration: 5 weeks / 20 hours 15
  16. 16. MGT 568:Leading & Influencing PeopleBenefitsBy the end of this course, participants will be able to:  Develop your ability to flex your communication styles, depending on your audience, and learn to connect and build consensus.  Work on tactics to help you build your personal brand/currency and ability to influence others  Identify specific challenges facing your team and explore how these might be resolved via Flexible and Accessible influencing for impact. Studying with NYIM puts you in  Learn how to practice the power and influence control. We provide access to robust you need to get things done through others when your responsibilities exceed your formal online executive education programs authority. that enable flexible scheduling and  Craft an action plan to cultivate your overall logistics to meet the needs of our effectiveness as an influencer. students.Program OutlineIntroduction: High performing teams  High performance culture  Team dynamics  Language & dynamics of winning teamsSelf Knowledge  Identify your communication style  Assess your impact and influence skills  Create your personal brand equityInfluence  Examine the 7 laws of influence  Identify high performance behaviors  Develop and grow relationshipsLeadership  Motivation and inspiration  Empathy and understanding  Cultivating interpersonal fluencyStrategy  Establish or regain credibility  Sell your ideas and implement change  Gain Commitment from boss and co-workersTuitionProgram Cost: $975Duration: 5 weeks / 20 hours 16
  17. 17. “ Enhance your business abilities and fine-tune your leadership skills. ” 17
  18. 18. MKT 517:Marketing Marketing Essentials Benefits By the end of this course, participants will be able to:  Understand the role that marketing plays in the overall business performance.  Make informed business decisions and set your department’s marketing agenda.“Because the purpose of business is to create  Connect key marketing strategies with other ar-and keep a customer, the business enterprise eas of the business.has two -and only two - basic functions:  Create the components of a well-defined mar-marketing and innovation. Marketing and keting strategy.innovation produce results; all the rest are  Expand your knowledge to the latest marketing tools and thought processes.costs. Marketing is the distinguishing, uniquefunction of the business."Peter Drucker (1909-2005) in The Practice of Program OutlineManagement Introduction to marketing  Key steps in the marketing processIn today’s competitive and ever-changing  Guiding principles for effective marketingmarketplace, understanding customers’ needs,  Impact of marketing to the organizationcreating strong relationships and sustaining Competitive framework and marketing mixvalue is critical to their long-term loyalty.  How the competitive framework affects marketNYIM marketing programs do just that - strategyprepare you to get ahead of the game by  The marketing mix as part of the marketing processdeveloping solid knowledge and precision in Positioning & Product/Service life cyclemarketing decision making.  Strategic positioning: Options and models  Developing a positioning strategy  Existing and new product/service management Price & Placement/Distribution  Pricing forces and strategies  Trends impacting the pricing decisions  Value of distribution channels  Types and structure of distribution channels Promotion  The purchase cycle and the promotion mix  Elements of an effective promotion plan Summary and Conclusions  Setting direction  Wrap up Tuition Program Cost: $925 Duration: 5 weeks / 20 hours 18
  19. 19. MGT 527: MGT 537: Sales & MarketingEffective Customer Management Information ManagementBenefits BenefitsBy the end of this course, participants will be able to: By the end of this course, participants will be able to:  Analyze and understand customer needs and  Understand the importance of a customer insight buying behavior. -driven business strategy.  Design, execute and evaluate customer manage-  Obtain more accurate forecasts for new products ment-focused strategies. and gain maximum value from your market re- search expenditures.  Make strategic decisions based upon customer lifetime value.  Understand when you should trust a marketing research study and when you should be cautious.  Learn strategies to reduce bureaucratic proc- esses and create an adaptive culture to adopt effective customer management processes. Program Outline Data Management and Sales: Context and Overview  Selling models (B-to-B, B-to-C, Direct, Channel-based)Program Outline  Data/information-based approachCustomer Management within Marketing The Marketing and Sales Pipeline  Roots of customer management in TQM  Metrics along the sales pipeline  Direct marketing and value discipline  Lead generation: Prospect targeting & Prospect qualification in the Sales process  Creating customer value Data and Information in B-to-B SellingCustomer Management Levers  Brand and services marketing  Selling to SMB compared to Enterprise Sales  Technology and business intelligence  Integrating and distinguishing multi-layered selling (B-to-B-to-C) &/or Partner channels  Marketing and business strategy  Customer data as a surrogate for “high-touch”Customer Analytics Overview selling  Marketing analytics and metrics Multi-Channel Selling and Data Management  Distinguishing reporting vs analytics vs prediction EnablersCustomer Management Enablers  Technical enablers  Types and quality of customer data  Data categories, types and sources  Customer data versus prospect data From Data to Analytics, Segments, Scores and  Technology: Database & “front-office” systems Predicting Response  People: Skills and culture  Identifying a continuum from data to informationCustomer Segmentation  Distinguishing descriptive v predictive metrics  Types of segmentation Critical Processes for Managing Data in the Sales Process  Using segmentation effectively  Access, Authorization, Updating and Data Quality  Targeting vs Segmentation  Data flow in the Marketing and Sales processTuition TuitionProgram Cost: $1,075 Program Cost: $1,075Duration: 6 weeks / 24 hours Duration: 6 weeks / 24 hours 19
  20. 20. MGT 547: MGT 557: Value Based Pricing–Brand Strategy & Management Strategies and TacticsBenefits BenefitsBy the end of this course, participants will be able to: By the end of this course, participants will be able to:  Understand the foundations of effective branding  Change customers price perceptions to capture and brand equity creation at the corporate and more value. product levels.  Standardize discounting criteria to enable sales-  Explore the latest thinking on measuring brand people to respond more quickly and consistently value, global branding and capitalizing on the with price offers that meet customers needs. new world of media.  Evaluate the real financial implications of pricing  Learn how to increase the efficiency of your decisions. marketing programs and defend against market share erosion.  Use pricing strategically to guide a business to long-term profitability, rather than reactively to solve short-term problems.Program OutlineIntroduction to brand strategy  Brands and relationships Program Outline  Basic brand management techniques Strategic Pricing and Value Creation  Examples of great brands  Building blocks of strategic pricingBrand Strategy  Role of value in pricing  Marketplace analysis  Estimating value  Consumer trends and their affect on brands  Segmenting customers according to value  Best practices & Brand Proof points Pricing Structure  Introduction to Go-to-market strategy (pricing,  Price metrics packaging, etc.)  Price fencesBrand Governance Price and Value Communication  Brand guidelines  Value communication  Naming conventions and strategy  Price communication  Decision making/criteria & Architecture Pricing Policy  Managing brand portfolios  Organizing for pricingBrand Activation  Pricing analysis techniques and diagnostics  Brand touch point mapping  Policy development and implementation  360 degree brand experience Price Levels  Integrated marketing planning to support the brand  The price setting process  Brand advertising & Building brands online  Implementing new prices (to sales, customers)Brand Measurement Measures and Metrics  Key metrics  Break even sales analysis  Qualitative exploratory research  Role of costs  Quantitative tracking research  Measurement of price sensitivity  Experimental approaches to measure brand equityTuition TuitionProgram Cost: $1,075 Program Cost: $1,075Duration: 6 weeks / 24 hours Duration: 6 weeks / 24 hours 20
  21. 21. MGT 567:Strategic Marketing Management Dedicated and Authoritative FacultyBenefits All our programs are designed andBy the end of this course, participants will be able to: developed by thought-leading faculty  Build competitive advantage through strategic and industry experts. All our senior marketing planning and effective use of the mar- keting mix. faculty are teaching at Leading  Analyze customers and prospects to identify Business Schools with a minimum of their needs, buying behaviors, and the most over ten years of university and profitable target markets. corporate education experience.  Understand the various approaches to marketing segmentation, targeting, and positioning for competitive advantage.  Identify shifts in the technological, regulatory, and cultural context of business.Program OutlineMarketing Concepts and Overview  Key concepts in contemporary marketing  Market Segmentation and Positioning  Segmentation and choosing a target market  B2B and consumer market segmentationMarketing Research and Analysis  Conducting exploratory research  Primary and secondary data collection  Understanding the buying decision processCustomer Value Management  Constructing customer value propositions  Managing market offerings and pricing  Shifting from cost- to value-based pricing  Value creation in acquiring and retaining customersBuilding and Managing Strong Brands  Understanding brand strategy  Sustaining customer relationships  Integrated marketing communications & positioningMarketing Strategy and Planning  Tools for customer analysis  The purpose and goals of planning  Developing an actionable marketing strategy  Anticipating and adapting to changeTuitionProgram Cost: $1,075Duration: 5 weeks / 20 hours 21
  22. 22. “ Advance Yourself. Elevate Your Career. ” 22
  23. 23. SLS 534: MasteringSales Business Communications Benefits By the end of this course, participants will be able to:  Recognize and apply, in a relevant and integrated way, the full array of communications tools to reach an audience with impact.  Construct fact-based, logical, and persuasive arguments to defend their insight, analysis, andBusiness success demands sales strategies that proposed solution, and express their thinkingfocus firmly on customers and create value. clearly, concisely, and compellingly, in writing and orally.  More effectively communicate to stakeholders ofOur sales programs demonstrate how to do all types through: memo writing, business lettersboth, by examining the most current and customer communications.approaches and challenges, and teaching you  Create original and effective communicationshow to create meaningful customer messages, strategies and tactical plans to achieve the stated personal and business objectives .along with tactical and strategic plans thatreach sales targets and improve profits. Program Outline Business Communication Foundations  The role and impact of stakeholders  Getting to know yourself and understanding others  Words, culture and other variables on messaging Persuasive Messaging  Indirect Plan for creating the logic map necessary for effective persuasive communications  Techniques and differences in communicating based on reaction to content Listening and Non-verbal Communications  Listening skills – 3 levels of listening  Understanding active listening  Sending good signals to others Para-verbal Communication Skills  The power of the pitch  The truth about tone & The strength of speed Non-Verbal Communication  Understanding the Mehrabian study  Body language &Identifying non verbal clues Presentation skills overview  Make your content clearer and more memorable  Handling challenging questions Tuition Program Cost: $925 Duration: 5 weeks / 20 hours 23
  24. 24. SLS 544: Professional Selling– SLS 554:Principles and Practice Effective Sales ManagementBenefits BenefitsBy the end of this course, participants will be able to: By the end of this course, participants will be able to:  Develop a winning sales pitch that focuses on specific customer needs and benefits.  Lead and implement a comprehensive, strategic and tactical approach across all facets of your  Apply the principles and techniques underlying sales organization. effective sales communication and planning to not only to sales conversations but to other  Develop account management and segment forms of persuasive messaging. management strategies based on customer profitability.  Effectively qualify the potential of sales opportunities, enabling better forecasting and  Translate your corporate strategy into sales prioritization of leads. strategies, tasks, and processes easily understood by the sales teams and the rest of  Effectively overcome client and prospect the organization. objections, strategically gain customer commitment and close the sale.  Establish a flexible approach that enables you to readjust strategies to drive growth in a changing marketplace.Program OutlineIntroduction to Professional Selling Program Outline  The psychology of selling  Communication beyond talking Introduction to Sales Management  Building an ethical foundation  Core decisions that drive sales effectivenessKnowing Your Product  Effective go-to-market strategy  How to Add Value  Influencing through building human networks  Becoming a Product Expert Organizing the Sales Team  Features, Benefits & Product Positioning  Measuring the effectiveness of the sales teamThe Selling Process  Determining the best sales-force size  Define the sales process Sales Force Design  Which Presentation Method Should You Use?  Selling roles, coverage models and channel design  How to Begin the Sales Call  Sales force structure and deploymentFinding Customers and Prospecting  Segmenting clients, opportunities and buyers  Understanding buyer behavior Identifying the sales competencies that drive success  Evaluate various prospecting methods  Understand buyer behavior and  Practice how “to get” the appointment  Evaluate various prospecting method  Planning and managing the process  Practice how “to get” the appointmentPresenting Effectively The Account Development Process  When, why and how to use a trial close  Grow net new business & reduce sales cycle time  Develop a customer benefit plan  Developing competitive strategy  Practice key selling techniques  Elevating your status from vendor to trusted advisorClosing  Increasing client face time through technology  Welcome, anticipate, acknowledge but never confirm objectionsTuition TuitionProgram Cost: $975 Program Cost: $1,075Duration: 5 weeks / 20 hours Duration: 6 weeks / 24 hours 24
  25. 25. SLS 564:Managing Key AccountsBenefitsBy the end of this course, participants will be able to: Practical and Relevant Develop a relationship-based approach to key accounts while mastering a wide range of Theoretical knowledge is essential, transferable professional business skills. but there’s also no substitute for Use effective techniques to persuade and applied skills. We draw upon the motivate the key buyers, influencers and experience of thought-leading faculty decision-makers. and use real-life case studies, providing Select the most appropriate approach to secure you with practical skills that you can increased and profitable business from their key accounts. employ in the workplace. Use account planning tools to build a robust and implementable key account plan.Program OutlineIntroduction to Key Accounts The profile of a key account Differences of selling and account management Key account manager role and responsibilitiesDefining a Key Account Personal and Technical Factors Size vs Potential; What is more important? How many key accounts are appropriate?Understanding the Client’s Business Requirements Customer business analysis Assess client culture; SWOT analysis Key Financials and market driversPlanning a Key Account Strategy Developing a key account over the long-term Recognizing threats and building client barriers Setting specific goals and objectivesStay on course and deliver on promise Importance of account discipline Measuring performance against targets Maintaining preferred supplier statusDeveloping the client plan Deliverables and future sales targets Team make up and development Communications planTuitionProgram Cost: $1,075Duration: 5 weeks / 20 hours 25
  26. 26. CertificatePrograms 26 26
  27. 27. Certificate inFinance for Non-Financial ManagersRegardless of the economic or social climate, management of financial drivers remains theforemost priority in any business. Consequently, an understanding of the principles for buildingand sustaining the financial performance of a firm will strengthen the value of any professionalinvolved in business.Participants from a wide variety of backgrounds will be taught how to read an organization’sfinancial statements and explore their limitations. They will be given the tools to analyze costbehavior and financial performance.The Certificate in Finance for Non-Financial Managers will demystify your route to financialsuccess and help you develop a well-rounded understanding of language and requirements offinancial expectations and performance. To qualify for the Finance for Non-Financial ManagersCertificate, students must complete the Corporate Finance Principles, Managerial Accounting,and Understanding Financial Statements, and Creating Value Through Operations programs. Who should attend? Key Benefits Managers at all levels including those in ▪ Gain a firmer grasp on the language of technical and non-financial areas seeking finance. to make better business decisions by ▪ Improve communication with internal understanding financial information and and external financial stakeholders. its implications – managers responsible for ▪ Learn how to create value and meeting budgets and containing costs, contribute to the financial performance entrepreneurs running their own of your area of responsibility. businesses, as well as project managers, business analysts, engineers, marketing, ▪ Read and understand financial reports sales, operations and human resource with greater clarity and confidence. managers. ▪ Get an insight into the drivers and measurement of costs Tuition Certificate Cost: $4,675 27
  28. 28. Emerging Leaders Development ProgramLeaders take initiative, think and plan strategically, overcome obstacles and impact the bottomline. The Emerging Leaders Development Program (ELDP) is designed to help high potentials to puteffective, collaborative methods of leadership to work in their organizations and impact theirbottom line.The ELDP is a popular and exciting program that provides participants with varied and uniqueopportunities to define, discover and develop their leadership style. The richness and flexibility ofthis certificate makes it ideal for aspiring, new or established leaders.After completing this program, participants will gain the capability, credibility and confidence toinfluence key stakeholders and initiate changes outside of their immediate area of responsibility.The ELDP is awarded to those who successfully complete the Strategic Marketing Management,Leading and Influencing People, Management Skills for Managers, Corporate FinancialStrategy and the Competitive Business Strategy programs. Who should attend? Key Benefits Limited to just twenty five participants, ▪ Enhance your ability to engage others the program has been designed for high- and lead with strategic purpose and impact individuals who seek to continue or vision accelerate their personal and professional ▪ Increase strategic thinking capabilities development: directors, senior managers, and the ability to “make the right call”. team heads and supervisors or high ▪ Build a strong understanding and potentials with increasing management awareness of self, and understand how responsibilities. Whether in marketing, self-knowledge strengthens leadership finance, or operations, this program will capabilities. build critical leadership skills to enhance organizational performance. ▪ Identify and articulate personal and professional goals and prepare to Tuition assume greater/increased responsibilities. Certificate Cost: $4,975 28
  29. 29. Certificate inSales Management and LeadershipThe Sales Management and Leadership (SML) Certificate is designed to provide sales andmarketing executives with the best tools, techniques, and concepts for improving the totaleffectiveness of the sales force. In addition, participants will develop a better appreciation ofthe need for a more integrative approach to developing comprehensive marketing strategiesthrough closer ties between marketing and sales.This comprehensive program will increase your effectiveness and maximize the contributions youmay make as a sales professional, enabling you to effectively manage and lead a salesorganization. To qualify for the SML Certificate you must complete the Professional Selling,Effective Sales Management, Mastering Business Communications and Value Based Pricingprograms, and one elective program from the NYIM curriculum list. Who should attend? Key Benefits The SLM program is designed for sales ▪ Build a working knowledge of the professionals looking to fine-tune their principles and practice of profitable professional selling and sales manage- selling. ment skills. It will also be of particular ▪ Gain insight into how to select, develop, benefit to managers who are responsible compensate and manage a successful for business development and planning sales team. in local, regional and international ▪ Design and implement effective markets, or anyone interested in strategies to build and manage successful learning how to develop and execute a buyer-seller relationships. winning sales strategy. ▪ Improve your team’s productivity and Tuition generate increased profits with fewer re- sources. Certificate Cost: $5,025 29
  30. 30. The NYIM Mini MBAThe NYIM Mini MBA program acts as a navigation tool for high-potential functional experts withprogressive experience in their functional area and equips them with a general managementperspective.Throughout the program you will evaluate strategies on how to increase productivity, bettermanage people and handle human resource issues. You will also explore the basics of financialand managerial accounting, understand how to assess your organization from an economic,financial and market perspective to support better decision making.Practically focused, The Mini NYIM program is designed to raise your levels of self-awareness andbuild your strategic management, marketing and finance knowledge and skills – all critical successfactors for effective general management.The Mini MBA is awarded to students who complete the following courses: Corporate FinancePrinciples, Managerial Accounting, Marketing Essentials, Leading and Influencing People, andthe Competitive Business Strategy program, plus two electives from the NYIM curriculum list. Who should attend? Key Benefits The Mini MBA program is designed for ▪ Gain a better understanding of how your high-potential, highly motivated manag- business generates growth and value. ers; new managers; professionals with ▪ Become a more confident manager with management potential; experienced jun- new knowledge, skills and self-awareness ior-level managers needing a boost. Re- – ready for new responsibilities. cent graduates of any subject who are ▪ Be a more effective manager – focused on unlikely to have a postgraduate business creating value and providing leadership. degree, such as an MBA, will also benefit from this program. ▪ Increase confidence to deal effectively with other senior managers across Tuition different business functions. Certificate Cost: $6,575 30
  31. 31. Certificate inMarketing ManagementAs the key interface between company and customer, the role of marketing has expanded tomeet the challenges of an increasingly competitive business environment. This program recog-nizes candidates commitment to acquiring new knowledge and enhancing their skill set to alignmarketing strategy with their organization’s overall business strategy.The purpose of this program is to deepen the understanding of newly appointed and more seniormarketing professionals of the impact of marketing to business operations and expose them toproven marketing management tools and techniques. To earn a Marketing ManagementCertificate, candidates must complete the Marketing Essentials, the Strategic MarketingManagement, the Brand Strategy and Management and the Sales & Marketing InformationManagement course, plus one elective course from the qualifying NYIM program list. Who should attend? Key Benefits The Executive Certificate in Marketing ▪ Enhance your understanding of tactics for Management is designed for executives developing competitive advantages by with, or about to take up, marketing creating customer value. responsibilities and those professionals ▪ Explore basic concepts, principles and outside the marketing discipline whose activities involved in modern marketing. role interacts with this function. It is ▪ Learn major tactics and tools to facilitate also well suited for individuals who de- the management of effective marketing sire to learn about developing contem- plans. porary marketing strategies to drive their company and industry forward. ▪ Define, position and measure your effectiveness within organizations. Tuition ▪ Create and grow dynamic, robust brands Certificate Cost: $5,125 that attract loyal customers. 31
  32. 32. Certificate inStrategic Customer ManagementThis Certificate in Strategic Customer Management (SCM) will provide the tools and ideas thatmarketing and sales executives need to drive satisfaction, commitment, and loyalty among bothclients and employees—and to lead the organization to improved profitability and acceleratedgrowth.The program provides an in-practice approach to managing customers: identifying the strategicreasoning and importance in doing so, the methods by which a customer strategy may bedeveloped and deployed, and tools, metrics and infrastructure for a successful execution. It alsoexplores the relationship between Marketing and Sales in a sales-based distribution model andthe value of information in building long term customer relationships.The SCM Certificate is awarded to students who complete the Mastering BusinessCommunications, the Effective Customer Management, and the Value Based Pricing:Strategies and Tactics course, plus one elective course from the NYIM curriculum list. Who should attend? Key Benefits The SCM program is designed for sales and ▪ Build a working knowledge of the marketing first and second level managers, principles and practice of profitable front-line supervisors, department, team selling. and task-force leaders and all those who ▪ Gain insight into how to select, develop, are responsible for customer service and compensate and manage a successful management leadership and want to sales team. improve the quality of service their ▪ Design and implement effective organization provides to external and strategies to build and manage successful intercompany customers. buyer-seller relationships. Tuition ▪ Improve your team’s productivity and generate increased profits with fewer Certificate Cost: $5,125 resources. 32
  33. 33. Certificate inRetail Grocery ManagementCompetition in the grocery business in today’s environment is fierce. Staying on top requiresfood and grocery industry associates to be nimble, analytical and educated with regard to thechallenging and ever-changing retail environment.The Certificate in Grocery Management (CGM) is designed to prepare individuals working in thegrocery industry and related fields, for the business challenges of the future. The programcurriculum encompasses several business essentials and emphasizes the skill-sets needed foreffective financial and people management, marketing, customer service and communication inthe work environment. It is a five course program with a main focus on “Making and SavingMoney in the Grocery Business Today” with each unit directly tied to the department’s andstore’s bottom line.Who should attend?This program is specially designed for store managers, assistant and category managers,supervisors, team heads, high potential employees and key operations staff. Benefits for Individuals Benefits for Individuals▪ Develop well-rounded team players to ▪ Develop essential skills and knowledge drive your stores forward. critical to store’s financial health.▪ Demonstrate your confidence, and ▪ Work with real-life issues and identify the increase rate of employee retention. practicalities of their business.▪ Give them an opportunity to develop ▪ Evaluate and select loss prevention, their skills and industry knowledge. safety and other retailing strategies.▪ Reduce rate of employee absenteeism ▪ Learn how to enhance customer service and increase their quality of work. and workplace etiquette.▪ Prepare them for their next move in the ▪ Gain qualification from a premiere store or the company. management development provider. Tuition Certificate Cost: $3,725 33
  34. 34. Customized Corporate EducationEach program we design is different; it is unique to your organization andyour particular challenges. It is carefully crafted by our faculty team tomeet your objectives and is designed to transform the thinking andbehavior of participants to accelerate and drive effective change.Work with the NYIM team to create a customized managementdevelopment solution for your organization. Once your needs areassessed, a tailored solution - anything from a simple open program to amultifaceted, multimedia program - will be designed and executed tobridge the gap between the skill level of your people and the growthneeds of your organization.Curriculum DesignOur customized curriculum design process creates actionable solutions foryour business challenges. We are committed to partnering with ourclients to define the best mix of learning approaches for the targetaudience, including online lectures, discussions, interactive participation,team exercises and case studies.Content DeliveryWe offer engaging and impactful programs for employees in all levels ofyour organization. The programs we deliver are client-centered andprovide measurable outcomes linked to specific business results,guaranteeing a high return on your investment. 34
  35. 35. NYIM sets the standard for high quality online executive education. Our Approach Leading-edge curriculum drawn from Thought Leading Faculty with tested tools and practices used in the worlds’ leading organizations. Our programs are based on professional competencies desired for high performance in each field. Our courses encourage students to incorporate workplace issues into their studies, providing Real-world Application to many of the academic theories covered by our curriculum. NYIM executive education offers relevant course experience that practitioners can carry with them throughout their career. NYIM workforce development solutions offer Outstanding Student Support to track progress and performance of online students with strong focus in maintaining student motivation, commitment, and the successful completion of our programs. NYIM best-in-class programs improve business performance, profitability and employee satisfaction. Comprehensive curriculum design offering a unique Collaborative Learning Experience, high quality interaction, on time technical support and post course knowledge reinforcement. At the convenience of their schedule, practitioners will develop and maintain the critical skills needed to advance their career. Workforce Wellbeing Many professionals face the challenge of how to maintain long-term high performance without compromising health and well-being. Throughout our programs, you have the option to assess your own well-being at this stage of your life and career. NYIM gives you the opportunity to develop new habits that enhance your quality of life by providing you access to a leading health and well-being service offered by Vivamea’s on-line self-coaching program. 35
  36. 36. 330 E.46th Street,New York, New York, 10017Web: www.nyimexec.comEmail: info@nyimexec.comPhone: +1-212-380-8560M - F: 9am - 5pm EST