1. Course Objectives Course Overview
Present to marketing and sales This program has been especially developed
personnel the latest ideas and specifically to know how to transform a team to
insights on how to increase their
understand the importance of sales & sales
performance.
management. This programme will be like a
Help marketing and sales driving force for team leads to change their
personnel develop the right attitude employee mindset from a worker to be thinking
and innovate strategies and tactics like an entrepreneur. Team leads will be able to
in marketing and sales that enhance justify to their teams why there should be led
their professionalism as well as
into a sales oriented thinking.
increase productivity and profits.
Help participants evaluate and
improve their marketing, selling and
customer relation skills to improve
business performance.
Aims Asia Sdn Bhd
Unit 807, Level 8, PJ Tower, AMCORP Trade
Centre, No 18, Jalan Persiaran Barat, 46050
Petaling Jaya Selangor D.E.
Office Telephone No : +603-7957 9155
Fax No : +603-9173 3855
Email Address : sriram@aimsasia.net

2. 100% HRDF
CLAIMABLE
PROGRAMME
Course Contents
Who Should Attend
• Front-liner Staffs
• Sales & Marketing Executives
• Sales & Marketing Managers
• Customer Service Staffs
• Customer Services Team Leads
The Marketing Concept Sales Communication, Presentation
Skills
Analysing The Opportunities Of New
Ways To Marketing & Selling Product Knowledge: How To Relates
To Customer’s Needs
Customer’
Characteristics Of Effectively
Managed Marketing Companies The Sales Interview: Identify Your
Best Presentation Approach
Analysis Of Customers, Competitors,
Channels And Other Key Constituents. Sales Planning & Prospecting
Why Good Salesmen Are Made Not Telephone Selling Techniques
Born
Skills In Handling Difficult Objections
How To Plan And Set Sales
Closing Techniques To Gain Positive
Objectives
Commitment From The Potential
Self Development For More Customer
Successful Selling
Skills In Closing More Sales

3. 100% HRDF
CLAIMABLE
PROGRAMME
Course Contents
Ethical Problem In Selling
Why Customer Care Is So Vital As
Leverage To Gain And To Keep The
Competitive Edge
The Critical Areas To Inspire
Customers Confidence And Give
Customer Satisfaction
Positive Attitude And Empathy With
Customers And Colleagues
Fundamental Interpersonal Skills
Post-Sale, Follow Up, Selling Additional
Post-
Service To Existing Customers, Keeping
In Touch
Six Best Ways To Keep Customers
Coming Back

4. TRAINERS BIO
Dr. John Thava K.
He is one of the few in the world that holds two doctorates. His first doctorate is in
Engineering (Engineering Business Management) – “People, Process and Systems’
Transformation” from University Technology Malaysia, Skudai, Johore. His second
Doctorate is in Business Administration on the topic – “Intellectual Capital, Strategic
Agility, Competitive Strengths and Operational Effectiveness as Antecedents to long
term Organizational Growth of GLC’s and MNC’s” from the University of Newcastle,
New South Wales, Australia.
He also holds multiple Masters Degrees with various specialization such as M.Sc. in
Engineering Business Management for Warwick University, UK, MBA in Management
from Curtin University of Technology, Perth, Western Australia and an MBA in
Strategic Marketing from University of Hull, U.K. quest for professional excellence
can be seen by his involvement and fellowships with the Chartered Management
Institute, UK and the Chartered Institute of Marketing, U.K.
He is also a member of the Institute of Directors, UK., Member of the Chartered Institutes of Logistics and
Transport, U.K., Member of the Project Management Institute (PMI) - USA, Member of the American
Society for Training and Development (ASTD) - USA and Member of many Malaysian Professional bodies
including Malaysia Institute of Directors (MID), Malaysia Institute of Management (MIM), Institute of
Marketing Malaysia (IMM), and Institute of Public Relations Malaysia (IPRM).
He is today well knowledge as a management consultant, professional trainer and coach for diversified
industries and setting such as banking, telecommunications, hospitality, insurance, transport and logistics,
oil and gas, advance manufacturing, assembly, packaging, clubs and recreational centre. His consultation
and facilitation include companies like Bank Negara Malaysia, United Overseas Bank, Citibank, Telekom
Malaysia, Celcom, Maxis, Sabafon, Mobily, Four Seasons Hotel, Hyatt Hotel, Renaissance Hotel, Prudential,
AIA, Petronas, Sime Darby, Perbadanan Nasional Berhad, Golden Hope, TV1 & TV2, Filem Negara Malaysia,
Nestle, General Motors, NAZA, Tenaga Nasional Berhad, Northport, Angkatan Tentera Malaysia and etc.
He has provided strategic insights to both Board of Directors and Operational Directors including Group
CEO’s, Executive Vice Presidents, Vice Presidents, Senior Managers and others on transformation,
management of change, competitive sustainability and agility including specific areas of Strategic Business
Planning, Human Talent Development, Corporate Re-Imaging and Branding, Customer Centricity, just to
name a few.
He currently holds the chair of Hon. Director General of Malaysia Institute of Directors and is both an
Associate Professor and visiting dean in local universities. He has been a global speaker in many
conferences worldwide including those organized by Marcus Evans, Lexus Nexus, Asia Business Forum, ASLI
and etc. He has also conducted specialized workshops for Board of Directors from both MNCs and GLCs
including workshops organized by the Securities Commission of Malaysia and Bursa.
In conclusion Dr. John Thava.K have more than 20 years active exposure and hands-on experience from
both Asia Pacific and Europe to share with his clients and audiences that only a few can really measure up
to and truly provide strategic insight to transformational change and improvement through people, process
and systems (PPS).

5. Programme Details
Tentative Date : January 28th – 29th 2013
Time : 9:30 am – 5.00pm
Venue : Asia Human Talent Development Centre
Unit 807, Level 8, PJ Tower, AMCORP
Trade Centre, No 18, Jalan Persiaran
Barat, 46050 Petaling Jaya Selangor D.E.
For more details and information on this course or any other courses that
we offer, please feel free to contact us : -
Aims Asia Sdn Bhd
Unit 807, Level 8, PJ Tower, AMCORP Trade
Centre, No 18, Jalan Persiaran Barat, 46050
Petaling Jaya Selangor D.E.
Office Telephone No : +603-7957 9155
Fax No : +603-9173 3855
Email Address : sriram@aimsasia.net