Selling in Hard Times

Workshop

Date & Time:

25, 26 May 2011 from 10:00 AM to 3:00 PM

AW AR ENESS Training - Events

Inspiring You

Workshop Trainer:

Dr. Essam El Refaie, MBA

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Overview

“You can’t change the economy, but you can change HOW YOU SELL to

fit the times and reach new levels of success”

The overall aim of this workshop is to train participants how to focus on

enhancing their sales skills, performance, and results instead of

complaining and waiting miracles in our Egyptian economy

In brief, let us push our economy forward by delivering the Right &

Maximum Value to customers.

Objectives:

By the end of the course you will be able to:

Focus on Results Based Selling Vs. activity based selling

Understand the New School of Thought for Selling in Hard Times

Significantly improve productive selling time spent with interested

customers

Leverage prospective customers from existing customer base

Apply Referral Selling Techniques

Apply Effective Time and Territory Management Strategies

Develop an effective sales portfolio that will differentiate you from

the competition

Apply Risk Reversal in Sales Presenting

Learn how to negotiate

Handle sales objections more confidently

Close more sales deals.

Apply cross selling and link selling strategies

Workshop Details

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Content:

New School of Thought for Selling in Hard Times

Productive Selling

Acquiring better Qualified Sales Leads

Personal Motivation

Effective Time and Territory Management

Understanding Buyer Behaviour

Benefit Selling

Risk Reversal Sales Presentations

Negotiating Skills

Handling Objections

Closing the Sale

Who Should Attend?

The course is designed for anyone who is involved in selling process, and

entrepreneurs. It offers insights into selling in the current economic status.

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Dr. El Refaie is a lecturer specialized in the field of Management and

Business Development. He obtained his Master of business administration

(MBA) from CTC, UK in 1999. Dr. El Refaie obtained his Biochemistry PhD

from Alexandria University in 2000, also he’s a fellow of American

Academy of international marketing in USA and the American Academy

of international management and in addition to that Dr. El Refaie is a

fellow of Human Resource Certification Institute HRCI, USA. In 2009 Dr. El

Refaie became the certified presenter of Thomas International Program-

UK in Africa and the Middle East.

Currently Dr. El Refaie career experience is Africa & Middle East region

business development consultant in a market leader multinational

pharmaceutical company, handling branding business development

projects.

Awards:

­ Dr. El Refaie has 10 year’s service award in recognition for the excellent

effort and dedication from Pfizer (2006)

­ Has one million USD plus award in recognition of the excellent

achievement of Anti-invectives sales (2005)

­ Was awarded the first award of best practice in recognition of Anti –

infective portfolio management from center of excellence – Pfizer

worldwide team (2001)

­ Pfizer 5 year’s service award in recognition of the effort, for the

excellent effort and dedication (2001)

­ Award of best promotional campaigns in Lebanon, Syria and Jordon in

recognition of re-launch and marketing activities for Anti–invectives

(2001)

­ Superior performance award in recognition of outstanding team spirit

(1997)

­ Recognition award of the best territory planning and management

(1996)

Workshop Trainer: Dr. Essam El Refaie

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Moreover Dr. El Refaie used to lead many significant projects in the

medical field all through Africa and the Middle East (MEA). In All his

projects Dr. El Refaie had some major objectives which are: to increase

customer retention & brand loyalty, to keep the highest share of voice, to

establish and strengthen the partnership concept with both governmental

& institutional business

After all these projects and achievements Dr. El Refaie was able to gain

a lot of business strengths:

- Extensive and diverse experience in marketing, sales and business

unit management

- Experience in dealing with diverse systems , conventions and

cultures with talent to access and solve problems

- Initiated , organized and co-ordinate the marketing activities for the

assigned product group in order to develop , maintain strong

brand awareness and maximize short & long term sales volumes

and profits

- Implementation of branding programs for developing profits &

customer retention

Dr. El Refaie has acquired a vast experience especially in the

multinational companies; in 2008 Dr. El Refaie shifted his career to

consultancy and training, and has a major training record in multinational

& reputable companies.

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Only 1000 EGP included:

Certificate, Coffee Breaks, and Training Material on CD

Group Offer: 4+1 Buy four and get One FREE.

Location: Training Hall in Heliopolis, Cairo.

Notes:

- Seats are limited so register NOW to guarantee your place!

- Workshop is bilingual Arabic and English.

- Payment in advance (Cash, check, or bank transfer)

AWARENESS is a learning solutions company, providing international

guru events and corporate public seminars and customized training &

development solutions specially designed to meet the needs of

executives, managers and decision-makers. We offer knowledge and

inspiration from the world's most inspiring thinkers.

Contact Us:

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