BANGLADESH-JAPAN TRAINING

INSTITUTE (BJTI)
is going to organize a
2-Day-long Exclusive Training Course
on
Professional Salesman of 21st
Century
--- To Compete in this Competitive World
Resource Person: Mr. Md. Akbar
Hassan
Date 28-29 October 2016 Last Date 25 October 2016 (Tuesday)
(Friday-Saturday), of
Time: 8:45am - Registrati
5:00pm on
Venue Bangladesh-Japan RegistratiTk. 7,000.00/Participant & USD150 (Foreigner)
Training Institute (BJTI), on Fees excluding VAT & TAX. (Members of BAAS and
BAAS Centre, Room # Organizations nominating five or more
31-32, 7th Floor, Eastern delegates will enjoy 10% discount on course
Plaza, Dhaka. fee.) The fee will cover tuition, stationery,
reproduction of training material, training aids/
equipment, cost of venue, food & refreshment,
certificate etc.
For Registration or additional information please call us: 01711194070, 01611194070,
9673413, 58613856

or E-mail to: info@bjti.org, contact.bjti@gmail.com, mukul.mgt@gmail.com Website:

www.bjti.org

To confirm your registration, please pay the registration fee by 25 October 2016 by A/C Payee
Cheque in favor of Bangladesh - Japan Training Institute or cash.
For BJTI:
Md. Mahfuzul Haque
Program Manager
Cell: 01711194070

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 Resource Person:
Mr. Md. Akbar
Hassan
CEO & Managing Director,
Chief Resource Person &
Chief Consultant, Briddhi-
Industrial and Marketing
Consultant
Md. Akbar Hassan - CEO &
Managing Director, Chief
Resource Person & Chief
Consultant, OD specialist . He
will be the Lead Resource
Person of said program He
conducted more than 800
customaries training program
for corporate both home &
abroad.
Created more than 900
professional training Video on
different areas / issues in
Bangla & English on Bangladesh
context. These rich archives
couples in disseminating
knowledge to get the essence
of real life experiences. He is
also a Lead consultant on
Garments & Textiles and in
Industrial arena.
Served in Senior Management
Position in Philips Bangladesh
Ltd. (MNC), Youngone
Corporation (MNC), and Mobil
Oil Bangladesh Ltd. USA (MNC).
More than 18.5 years of
experience in the Corporate
World.
Professional Salesman of 21st Century
----To Compete in this Competitive
World
Introduction:
The way to achieve success is first to have a definite,
clear, practical idea a goal, an objective. Second, have
the necessary means to achieve your ends wisdom,
money, materials, and methods. Third, adjust all your
means to that end.
----Aristotle
Continuous upgrading of knowledge and skills is a necessity in
today's fast changing environment. With new compulsions
coming into being, and management have to be aware of
consumer movements and environmental requirements. No
executive, whether in the technical or non-technical fields, can
afford the luxury of not upgrading themselves. Those who dont
will just be out of business.
The word training has many meanings. Training means
developing manpower for particular jobs. Broadly training for
adequate job performance and extending an employees
intellectual range through general education. Training means
fitting the man to the job.
Professional Salesman for 21st Century:
The effect of Globalization created the business environment
more critical and competitive in nature. The comparative
advantage turned to competitive advantage. The market is
unpredictable, quality conscious; demand oriented;
knowledgeable; and on the other hand sensitive to price. Selling
is a wonderful profession when approached ethically,
constructively and helpfully. Happily much sales development
theory takes this positive direction.
The sales techniques and selling ideas here have all been
effective at some stage. Many are still widely used. Think about
what we are selling, the market that we are selling into, the
people we meet in the selling process and techniques what will
help us sell better. Managing sales people, the best results
generally come if we allow sales people to work to their
strengths.
Selling through Building Creativity, Trust & Relationships
New selling techniques and methods are continually changing &
upgrading. While successful selling today relies on modern
selling using collaboration, facilitation, and partnership.
Successful selling requires suitable quality and taken good care
of its customers. It requires salesperson to work professionally.
Effective sales people are interpreters and translators who can
enable the complex systems of buying and selling organization
to work together for the benefit at large. They need to be taught
at all phases.
Offered training is a highly interactive program that enables
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 Sales professionals to be able to sell more effectively. It will
Masters in Business acknowledge the participants to sell not only to the customers
Administration (MBA) from IBA, perceived needs, but also to their unperceived needs by being
Masters in Public Administration able to communicate the benefits of their products, services and
(MPA) from University of Dhaka. their organization in the most effective manner. The participants
will learn how to create favorable first impressions by being able
Visiting Faculty of Business to build trust and credibility in a short space of time. They will
School of BRAC University, be able to quickly and rigorously qualify opportunities, gain
Institute of Governance Studies access and interest of the customer and develop and articulate
IGS, IUBAT and BIFT. Presented their Value Propositions to communicate the value they can
many papers in many seminars bring to the customer.
including BATEXPO. Resource
Person of many Institutes like, Objectives of Training:
DCCI, MCCI, BPATC, BIBM, Selling topics will upgrade the trainees in developing the
Academy of Planning marketing and selling skills in understanding the marketing and
Commission, Police Staff selling concepts to explore markets and to develop market
College, National Defense share. The effective ways and means, tools and techniques on
College (NDC) etc. Faculty of sales, marketing & effective customer service will be taught in
CIPS (The Chartered Institute of the training process for the development of professionals. After
Purchasing & Supply). completing this course, participants will be able to:
International Procurement and
Supply Chain Management Identify the fundamental concepts and processes involved in
(IPSCM) of ITC/UNCTAD/WTO, successful selling;
Geneva, Switzerland. 15+ years Identify prospective customers and their needs, applying
of experience in Teaching in models of organisational and individual needs analysis;
Universities; Corporate Development of thinking process in sales;
Resource Person & Organization Development of Attitudes in exploring sales growth etc.
Development Specialist & Demonstrate the use of benefit statements and questioning
Consultant. skills;
He conducted many research on
Identify and implement suitable techniques to manage
different areas and many
customer objections and close sales;
publication both local & foreign
publication. Beside he attended Conduct successful sales interactions with customers
more than 40 training both applying professional selling skills.
home & abroad. BRIDDHI has Conduct successful sales with professional Communication,
more than 109 Corporate clients Presentation and Negotiation skills.
in his client list. In a word we will explore commitments.
Md. Akbar Hassan created 67 Topics: Areas to be Covered?
video clips on different issues
which will help in the Sales & Sales Management
development of professional
attitude and posted in YouTube. Who are you? You Explore your Organisation
Address like YouTube: BRIDDHI. .Create ownership

Selling ASAP
. An interactive social process

Effective Selling Skills

..... Selling is an art. Effective sales people are
interpreters & Translators

Sales and Salesmanship

Quality desired from the Sales People

Creating positive attitude towards Products

.. Bring future sales growth
Selling through Sales Call
Be prepared

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Order taker Vs. Order Maker
Explore to Grow
Sales Psychology
Conquer the Mind
Sales Techniques in Building rapport
.Create a long term Relation for repeat sale
Guerrilla Selling to Explore Sales

Guerrilla Selling
Guerrilla Marketing
A Nine Word Credo for Guerrilla
Prospecting Guerrilla
Five Steps to find Prospects by Guerrilla Salesman

Identify your "ideal" prospects

Get out in the field
Use an unusual, creative, or unexpected approach
Guerrillas are Sensitive to Prospects Priorities
Customer Service & CRM
Exceptional Service: The Secret Weapon
...... Making Money with Customer Service

Why Sales people fail on the job?

. Lack of Preparedness
Movie on: Door to Door
Followed by: Topics related Video Clips
Anticipated Results:

The outcome of the training will help an individual in becoming

an Effective Sales Person to achieve the organizational goal.
The training will suffice in gaining knowledge on the issues to be
an effective.
The business benefits of the Program are to:
Increase revenue through more effective selling skills
Increase the size of deals through having the ability to
unearth the real needs and be able to align the right
solutions for sales
Increase win-chance through improved qualification of
opportunities
Increase customer satisfaction and ultimately retention
through having greater knowledge of the customers
business and their key focus areas
Create competitive differentiation through the ability to
articulate their Value Propositions
Who should attend the Course?
The course is suitable for Mid-Level and top Managers and
Executives who are willing to improve their Selling Skills. Fresh
graduates will also be benefited from this course.
Training Methodology:

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Lecture, Presentation, Group Discussion, Case Study, Role
Playing, Video Clips, Self-Assessment and other participatory
methods of training.
Language: English and Bengali
Date and Time: 28-29 October 2016 (Friday-Saturday),
8:45am - 5:00pm
Certificate: Certificate of attendance will be provided.
Course Fee: Tk. 7,000/- per participant and USD150.00 (for
foreign participant) excluding VAT & TAX payable in advance in
favour of Bangladesh - Japan Training Institute in the form of
crossed cheque or pay order. Members of BAAS and
organizations nominating five or more delegates will enjoy 10%
discount on course fee. The fee will cover tuition, stationery,
reproduction of training material, training aids/equipment, cost
of venue, food & refreshment, certificate etc.

Note: Seats are limited and will be filled-in on first come

first serve basis. Please find the attached files for
Registration Form and Training Calendar of BJTI for the
year 2016.

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