Management Development Programme on Sales and Leadership

Business conditions are more challenging today than ever before, with both buyers and sellers wanting to feel like they’ve won. Success in business determines how well an organization can create and keep its customers in this highly competitive market. So identifying prospects, understand their needs, negotiating a win-win deal, transacting and ensuring receivables are crucial activities that decides the competitive edge of any business firm. Managing extreme uncertainties of buyers’ market, punctuated by unfavorable payment terms, over aggressive discounts, unreasonable delivery dates and deadlines pose formidable challenges that may turn a great sale into a transaction that should have never taken place and vice versa.

This intensive and practical MDP is designed to explain the various Selling and Negotiation techniques. In this course you’ll understand what your preferred way of selling and negotiation is, and shall be able to achieve your objective to meet your customers or clients’ need and behavior.

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    This MDP is suitable for all junior and middle level sales personnel who want to learn the techniques who want to learn structured selling system.

    • Understanding Marketing & Selling Concepts
    • Knowing the structural Selling Process
    • Fine Tuning your Selling Communication
    • Objection Handling
    • FAB Analysis
    • Basics of Win-Win Negotiation
    • Building Self Confidence and Credibility as an effective Sales Professional

    Role Plays for different selling situations, Games on Planning and Prioritizing, Forecasting Exercises, Case Studies, Management Stories, Interactive Discussion and Presentations to evaluate learning of participants.

    • Customer Analysis Sales
    • Opening a Sales Call
    • Win-Win Negotiation Techniques
    • Closing the Sales Call
    • Planning Assessment of your selling skills
    • Acquiring New Customers
    • Relationship Based Selling
    • Obtain a Sales Head’s perspective of Business
    • Drive product mix and profitability
    • Manage channel partner relationships

    Dr Lalit Kumar Sharma is Associate Professor in Marketing Department of JIM, Ghaziabad. He has an enriched 21 years corporate background, having associated with many leading organizations like CIPLA, RANBAXY, NICHOLAS PIRAMAL. Dr Sharma has delivered customized training programs across the country to renowned corporate like ONGC, NFL, NHPCL, BBMB, OBC, NIESBUD, VGNLI, Wonset Healthcare, Danik Jagran, R&B Pharmaceuticals (Myanmar), A&B Pharmaceuticals (Myanmar) on various aspects of management. He has made a difference in the lives of more than 4000 employees across all levels in 142 Countries. He is author/co-author of 16 Management books and 22 research papers.

    Date Timing Venue Fees
    12th October 2019 Jaipuria Institute of 9:30 AM – 4:30 PM Management Ghaziabad Rs. 2000

    Rs. 2000/- per candidate

    By demand draft in favour of “Jaipuria Institute of Management”, Payable at Ghaziabad.

    By Net banking (NEFT/RTGS) as per following details.
    Account Name – Jaipuria Institute of Management
    Account Number – 20372745394
    Name of the Bank – ALLAHABAD BANK
    Branch  Address – C-25, Sector – 15, Vasundhara, Ghaziabad – UP-201012
    IFS Code No – ALLA0211870
    MICR CODE No – 110010047

    * the Cheque should be in favour of Jaipuria Institute of Management

    09:30 am – 10:00 am : Registration
    10:00 am – 10:15 am : Welcome Address

    SESSION – 1

    10:15 am – 11:30 am : Selling Skills in Competitive World
    11:30 am – 11:45 am : Networking Tea


    11:45 am – 01:00 pm : Opening in Sales Call for Better Productivity in a Business Opening
    01:00 pm – 01:45 pm : Lunch


    01:45 pm – 03:00 pm : Win-Win Negotiation for Productive Selling


    03:00 pm – 04:15 pm : Analyzing Product Mix Profitability for Better Performance
    04:15 pm – 04:30 pm : Feedback & Valedictory

    Jaipuria Institute of Management was set up by Seth Anandram Jaipuria Education Society in 2001. It has a sprawling campus spread over 5 acres in posh area of Indirapuram, Ghaziabad. During this short span of 19 years, under the able guidance of the Late Dr. Rajaram Jaipuria and Shri Shishir Jaipuria JIM, has been acclaimed as a leading business school in Northern India. Jaipuria Institute of Management, Ghaziabad, was established by fulfilling all the norms regarding academic, financial and social aspects set by concerned statutory bodies. The Institute started a full time 2 years master degree program in Business Administration (MBA), in the year 2001. This program is duly approved by AICTE, Ministry of HRD (Govt. of India and affiliated to Dr. A.P.J Abdul Kalam Technical University, Lucknow (U.P.). Moreover, Seth Anandram Jaipuria Trust and Seth Anandram Jaipuria, Education Society manage various reputed schools and colleges in the country. Jaipuria Institute of Management, Indirapuram, Ghaziabad, aims to provide quality management education to transform individuals into Business Leaders, Skilled Managers & Entrepreneurs.

    Jaipuria Institute of Management intends to provide and develop the capabilities of the young managers by raising their level of competence and intellect to face various challenges in the global environment. In pursuit of excellence, the institute provides training and development services, fosters research and disseminates knowledge through publication of books, journals and magazines for the development of society at large. Jaipuria Institute of Management has established itself as a leading management institute in Northern India.

    MDP Cell

    Patron – Mr Shishir Jaipuria

    Chairman Jaipuria Group of Educational Institutions

    Prof. (Dr) Daviender Narang



    Dr Sadananda Prusty

    Dean Academics

    Dr Ashwani Varshney

    Dean Students welfare

    Dr Rashmi Maini

    Assistant Professor


    Dr Lalit Kumar Sharma

    Associate Professor

    Contact Details
    Dr Lalit Kumar Sharma

    Mob: 9873719869,