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Managerial Competencies
Towards Business Development |
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Topic: Roles & Responsibilities of a 2nd. Line manager
Time: Half
day
Outline:
Basic seven Roles & Responsibilities:
- Planning : Sales, Resources & Tour movement
- Organizing activities
- Achieving sales Objectives
- Taking decisions (independent of HO)
- Identifying issues and initiating ACTIONS
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Analyzing and Interpreting
- Coaching ASMs
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Topic: Action Plans Management
Time: 2
Hours
Outline:
Key factors of Competencies:
- Understanding the Accountability
- Delegating the responsibilities
- Review & Controlling the progress
- Structured approach
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Topic: Role Clarity – 1st Line vs 2nd. Line Managers
Time: 2˝
Hours
Outline: Understanding his job objectives, the roles and tasks clearly which are different from 1st. Line manager’s. No duplication of tasks on or off the field.
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Topic: Appraisal for
1st. Line Manager
Time: 2
Hours
Outline: Sales & marketing result depends on the activities and competencies of the 1st. Line Managers - hence a periodic assessment is necessary by 2nd Line Manager.
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Business Development Skills |
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Topic: 2nd Line manager’s Role in joint field work with MR and 1st. Line Manager
Time: 2˝
Hours
Outline:
To assess 1st. Line Manager’s functions, market development, impact of marketing aspects
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Topic: 2nd Line as a Business Manager
Time: 4˝
Hours
Outline:
Key factors of Competencies:
- Enterprising & performing
- Organizer
- Economic sensitivity
- Authority & control
- Result orientation
- Developing people
- Developing Brands
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Topic: Development of weak links
Time: Half
Day
Outline:
Structured and quantified approach to identify weakness and to evolve remedial solutions.
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Topic: Developing Leadership ability and mental toughness
Time: Half
day
Outline:
Understanding the subject, necessity and benefits there in. A structured approach.
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Topic: Developing Leadership ability and mental toughness
Time: Half
day
Outline:
Understanding the subject, necessity and benefits there in. A structured approach.
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Leadership/
Managerial Development |
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Topic: Leadership ability and mental toughness
Time: Half
Day
Outline:
Understanding the subject, necessity and benefits there in . A structured approach.
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Topic: Interpersonal Relation and Team Building
Time: Half
Day
Outline:
Methods of gaining Leadership, grooming a successful team to get contribution from each member in accomplishing company’s Objectives.
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Topic: Appraisal and your roles
Time: 2
Hours
Outline:
Performance assessment Technique of the Team members to draw action areas for the benefit of the company and the person.
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Topic: Personality development and Career prospect
Time: 2˝
Hours
Outline:
Special attribute of a manager , growth through aspiration and benefit of the organization.
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Controlling Skills |
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Topic: Controlling and Directing the team on Daily basis
Time: 2˝
Hours
Outline:
Though Manager will be engaged with one MR on a given day but still how he will make himself present in the minds of the all team members on daily basis.
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Topic: DCR analysis and Action Plans
Time: 2˝
Hours
Outline:
Objectives, Analyzing, Interpreting and taking actions on regular basis in terms of Activities and result.
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Topic: How to conduct Workshop conference
Time: 2˝
Hours
Outline:
- Structured approach starting from Agenda preparation to Action Plans & time management.
- Actions following Review & actions following commitments.
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Topic: How to improve customer coverage
Time: 2˝
Hours
Outline:
- Deterrent to better coverage.
- Misconception of Average at the cost of Coverage.
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Managerial Effectiveness |
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Topic: Case studies and Action plans
Time: Half
day
Outline:
- Dealing with live situation.
- Diagnosing problems.
- Remedial measures
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Topic: Coping up with competition
Time: 2˝
Hours
Outline:
How to make himself and MRs market worthy to overcome competitions.
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Mind
Set Development |
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Topic: Developing Good habits as a
1st line Manager
Time: 2˝
Hours
Outline:
Understanding the value of positive habits. Identifying the meaningful habits to undertake Managerial Roles effortlessly.
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Topic: CHANGE MANAGEMENT
Time: 2˝
Hours
Outline:
- Paradigm shift
- How to adapt changes quickly & effectively
- Grabbing opportunity
- Lots of examples & management Games
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NOTE:
Most of the Topics will have exercises, Role play to draw individual Action plans. Identification of how he is responsible for failure or success will emerge.
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