A two day program on professional selling skills and key account management, conducted by G K Lim, at Melia Hotel on 6 - 7 April, 2011

1. HRD Gateway Professional Workshop Series
Acquiring & Maintaining
Corporate & Major
Accounts
Facilitated by
G K Lim
(Sawadpong Limtrakul)
MBA, CEI, CMS
6 & 7 April, 2011
at Melia Hotel, Kuala Lumpur
Introduction
An organization’s survival and success depends on how much and how profitably it
sells to its customers. Selling isn't a series of lucky coincidences - it is an exact science,
utilizing project management approaches.
This program equips sales people with current consultative, strategic, and advisory
selling techniques and processes used by Fortune 500 companies (adapted to suit the
Asian business environment) that turn sales people into “trusted advisors” to their
customers who, in turn, would approach them regularly for assistance in specific areas
of their business development cycle.
Program supported by

2. Acquiring & Maintaining
Corporate & Major Accounts
Facilitated by
G K Lim
(Sawadpong Limtrakul)
MBA, CEI, CMS
6 & 7 April, 2011
Why this program is special Benefits you will receive
• Each participant uses his/ her
You will understand, know about, or learn ..…..
actual sales efforts as case
studies; • You will understand, know about, or learn..…..
• the Corporate Account Management Roadmap
• 40% expert input (or lecture), 60% • the differences between being product selling centric and so-
audience participation (learning lution selling centric
by doing); • the various tactics of benefit selling
• Each participant receives a com- • how customers go thru a buying process
prehensive fact-filled workshop- • what the basis of executive level professional selling is
manual-cum-resource-book for • how to turn B2B selling into a science and a project
easy on-the-job reference; • the key players in a complex buying situation
• the S.U.S.U. model
• Each participant receives zipped • how to gain access to the key decision maker
folders containing over 50 arti- • how to manage internal customers
cles on selling skills written by
• how to collaborate with managers in other departments
various authors;
• the power of CEO mentality in earning customers’ trust
• Validated by EDS™ (Executive De-
velopment Seminar) of Ad-
vance Academy Resources for CEU Objectives
award purposes;
To help participants acquire and internalize tested, proven and
• Endorsed by HRD Gateway, Hu- widely used selling techniques using engineering and project
manTalents International, and management approaches, so that each sale is accomplished
Training Malaysia; professionally, and participants achieve high repeat sales results.
• This program is offered by HRD
Who should attend?
Gateway in India, Pakistan, Sri
Lanka, Singapore, Malaysia, China, Sales persons, sales managers, marketing managers. In short,
Taiwan, Indonesia, Brunei, Thai- your entire sales and marketing team.
land, Cambodia, Vietnam, Laos,
Myanmar, Philippines, Czech Re- This program is also available in-house. Call / email us for details
public, UAE, and USA. and to discuss

3. About the Trainer
G K Lim is President of HRD Gateway, a 40,000-member international non-profit organization dedicated to excellence in
human resource management. He is also a training consultant in the area of consultative / solution-centric selling skills, key
account management, negotiation / persuasion / influencing skills, 360-degree managerial excellence, collaborative lead-
ership, personal productivity / resilience skills, and mind / intuition enhancement.
He holds an MBA from American Heritage University of Southern California, and currently working for his DBA from Ifugao
State University, Philippines. He has had consulting and training assignments in Thailand, Indonesia, Malaysia, Singapore,
Brunei, Philippines, Vietnam, India, Sri Lanka, Maldives, United Arab Emirates, and China, and has appeared on TV2 (KL),
TVM (Maldives), UNTV (Manila) and RPN9 (Manila).
He is Fellow of the Institute of Sales and Marketing Management; Approved CMSI Sales Personnel Certification Advisor &
Instructor; ISO Certified In Marketing & Sales (ISO CMS 991182); Certified e-Business Associate (EC-Council); Certified EC-
Council Instructor; Certified Herrmann Brain Dominance Instructor; PSMB-certified trainer, Certified Competency-Based
Training & Education Instructor; Accredited Facilitator, Accelerated Entrepreneurs Development Program; and Member,
Intuition Network.
A partial list of in-house training clients include: ABB, Aesculap, Acer, Aon Vietnam, ANZ Bank Hanoi, B Braun, Bristol-Myers
Squibb, Cadbury, Canon, Ciitibank, Cycle & Carriage Bintang, Datacard Group USA, Dell, Dexion, DHL, Digi, Euromedical,
Flextronics, GE Toshiba Silicones, HAVI Food, IQPC Oil & Gas Dubai, IITM Sri Lanka, Intel, Jabil, Jaya Jusco, Komag, Landmark
Graphics, Maersk Medical, Maybank, Maxis, Microsoft Thailand, Mitsui-O.S.K. Lines, Mitsui Sumitomo, NEC, New Zealand
Milk, Nordberg China, Novartis Pharmaceuticals, O'Connor's, Panasonic, Permodalan BSN, Public Bank, PSA Maldives, PWTC,
Reliance, Roche, Samsung India, Shell, Sime Darby, Singapore Institute of Management, Syngenta Crop Protection, Ta'aheel
FZ. Dubai, Tara Prima Megah Bandung, Texchem, Tecumseh-Euro-Malaysia, TUDM, Wearne Brothers, Xepa-Soul Pattinson,
Yves Rocher, and Zuellig Pharma.
PROGRAM TOPICS
Small group discussion: Challenges & problems I face when Liaison with internal customers in serving the corporate
I deal with corporate customers account
• Purpose: to enable trainer to focus on such challenges / • Indentifying the departments that serve the corporate
problems during the course of the program account
• Liaison with internal heads of departments
The CAM (Corporate Account Management) roadmap • Resolving conflicts
• The CAM Roadmap as a set of principles, steps, and • How to manage your subordinates
procedures
• The corporate account manager and the customer Collaborative leadership skills for corporate account
• The sales function managers
• Relationship with Sponsor / Champion • The concept of collaborative leadership
• Leveraging for the future • Case studies
• Liaison with internal customers • Strategies to apply in relation to CAM
• CEO Mentality How to make people remember you fondly for life
Who to deal with in a corporate account • Creating A Right-brain Experience (CARE)
• Introducing the S.U.S.U. Model • Going Above and Beyond the Call of Duty (ABCD)
• Buying influences and roles The Customer Engagement Process
• Characteristics of the four buying influences • Introducing the CESAWL model in customer engagement
• How to gain access to the key decision maker • CESAWL role play
• Case study: One recent successful sale you made to a
customer Complaints, Complaints, Complaints
• We want customers to complain
Effective communication skills for corporate account • Group discussion on bad service delivery
management
• Positive results of working with complaints and difficult
• Stress-free listening customers
• Think of someone who (doesn't) listen • Case study -- How to handle a complaint
• The biggest problem in communications • The service disaster recovery process and its positive
• Roadblocks to listening outcomes
• Power listening tips
Why customers stop buying from your company
Moments Of Truth (MOT) In corporate account • Who’s at fault?
management • Getting rid of customer barriers
• Moments of truth in customer engagement • Making it easier for customer to do business with you
• Key benefits of positive MOT’s

4. Yes! Please register the following delegates for the public program
Acquiring & Maintaining Corporate & Major Accounts
on 6 & 7 April, 2011 at Melia Hotel, Kuala Lumpur
facilitated by G. K. Lim, MBA, CMS, CEI
REGISTRATION FORM
Call/email us for email friendly word format registration form
Name:(Dr/Mr./Mrs./Ms):
Title: Email:
Name:(Dr/Mr./Mrs./Ms):
Title: Email:
Name:(Dr/Mr./Mrs./Ms):
Title: Email:
Approving Manager:
Title: Email:
Exec. In charge of Registration:
Title: Email:
Company/Organization:
Address:
Email:
Tel: Fax:
INVESTMENT FOR ATTENDING THIS WORKSHOP IS RM 1,550 PER DELEGATE
PLEASE CONTACT US FOR DETAILS ON GROUP DISCOUNTS FOR REGISTRATION OF MORE THAN ONE DELEGATE.
PAYMENT DETAILS:
We have transferred the sum of RM……….......................… to MAYBANK Account No: 514299128474 in favor of HRD Gateway
Sdn Bhd. A scanned copy of the transfer slip is enclosed, or will be emailed to an email address below; OR
Enclosed herewith is a cheque No:................................. for RM................................. made in favor of HRD Gateway Sdn. Bhd.
CANCELLATION: A service charge of RM 385 will be levied for cancellation of registrations. However, a substitute delegate is
welcome at no extra charge if you are unable to attend the program you have registered for.
Mailing address : HRD Gateway Sdn Bhd, B-23-2, Sri Intan One, Batu 5,
Jalan Ipoh, 51200 Kuala Lumpur, Malaysia
Tel.: (Kelly Teoh / Azura Ahmad) 03-61005992; 019-2268987; Fax: 03-23811060
Email: kelly@gklim.com ; azura@hrdgateway.com
Website: www.gklim.com
Creative Consultant : Prof. (Dr.) Sudhi Ranjan Dey Pic source: 123rf.com