1. business and industrial
2. business operations
3. management
4. project management

www.celhk.com
since 1982
MARCH 2015
LEARNING & DEVELOPMENT
Course Catalogue
Personal Effectiveness
4 March
Presentation Skills Workshop
10 March
Proposal and Report Writing
11 March
Effective Communication and Interpersonal Skills
13 March
Win-Win Negotiation
20 March
Creative Problem Solving and Decision Making
27 March
Handling Difficult People
Management Skills and Specialty Courses
p.2
5-6 March
Project Management Workshop
p.6
p.3
10 March
Marketing Essentials
p.7
p.4
11 March
Business Planning
p.7
p.3
17 March
Expert Sales Strategy
p.8
p.5
18 March
Customer Focused Prospecting
p.8
p.5
23-24 March
Leading a High Performance Team
p.10
Please contact CEL for a quotation if your are interested in organising any of the topics as in-housePlease
on-siteshare
or off-site
this training.
brochure with your colleagues. Thanks.
1
Personal Effectiveness
Presentation Skills Workshop
MEDIUM : Cantonese / English
COURSE CODE : PSWS
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
4 March 2015 (Wednesday)
M
any professionals report experiencing a high level of reluctance and
anxiety when asked to present in front of an audience. Others are
having problems keeping a presentation on focus and on time. The
result is an appearance of the lack of professionalism at best, and a loss of
business opportunities at worst. The difference between making good and
mediocre presentations can be vital for a firm. The purpose of this course
is to provide participants the skills, techniques and opportunities to
practise the planning and delivering of an effective and professional
presentation.
Who Should Attend Objectives
• Clearer, more professional and persuasive presentations for clients
• More effective communication and learning within a team and between teams
At the completion of this workshop, you will be able to:
• Manage your internal state of mind and resources for a presentation
• Prepare for an audience-focused presentation
• Deliver a persuasive presentation professionally
• Handle questions effectively
All levels of staff
Methodology Discussions, mini-lecture, role-play, demonstration, NLP exercises, presentations
with feedback
Benefits
To the organization:
To the individuals:
• Greater effectiveness and confidence in planning and delivering a presentation
• Greater ability to interact with audience and handle questions
• Reduced anxiety in giving speeches
 Course Outline
1. Introduction
4. Delivery Components
Participants will give a 3 to 5 minute speech about themselves. This speech
will be videoed and analyzed later. The speech will be followed by a discussion
which will focus on:
• What constitutes a great presentation in the participants’ minds?
• What is preventing the participants from making a great presentation at this
time?
In this section, participants will learn practical tips regarding various delivery
components, including:
• Enhancing a message with appropriate body language, including posture,
gestures, walking patterns, and eye contacts.
• Reinforcing a message with appropriate tone, pitch and volume.
• Adding clarity to a message through proper enunciation.
2. From preparation to delivery: Process Overview
5. Handling questions
Participants will learn of an 8-step process that takes them from the preparation
to the delivery of an effective presentation.
Participants will learn how to handle neutral, friendly and hostile questions
effectively. Emphasis of this section will be on:
• Thinking on the feet
• Maintaining control
• Different strategies and tactics in handling less than friendly questions.
3. Planning
This is about the most important step in a presentation. Participants will learn
how to:
• Identify the audience and audience characteristics
• Identify presentation objectives
• Find ideas for a presentation
• Organize ideas into a logical order
• Sketch visuals
• Obtain feedback from others on the presentation plan
Exercise: Using the information learnt, participants will design a presentation
with key points, examples, and ideas of the key visuals. In coaching pairs, they
will give each other feedback on the presentation plan.
2
6. Presentation
Exercise: participants will make a presentation with visuals on a topic of their
choice.
Participants will be encouraged to ask questions to give an opportunity to the
speaker to respond. The presentation and the Q&A will be videoed for review
and analysis.
At end of each presentation, both the audience and the instructor will provide
feedbacks to the speaker according to a set of criteria.
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Personal Effectiveness
Personal Effectiveness
Proposal and Report Writing
Win-Win Negotiation
MEDIUM: Cantonese / English COURSE CODE : PRW
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
MEDIUM: Cantonese / English COURSE CODE : WIN
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
10 March 2015 (Tuesday)
13 March 2015 (Friday)
H
ow much of your working time is spent on writing proposals and reports?
Your answer is likely to be 20, 40 or 60%. If you could turn writing from
a chore to pleasure, you would raise the success of your proposals and
reports. The pleasure is in knowing how to make your writing perfect with the
‘perfect practice’:
• Plan writing to do it right the first time
• Select content and style to suit reader’s interest
• Structure information and data for fast pace reading
• Build coherence with the key message to engage the readers
• Manage macro versus micro level of information
• Convince readers with persuasive analysis in recommendations
• Master common pitfalls
• Acquire templates for formal and informal reports and proposals to save writing time
The participants will send the trainer a writing sample for her evaluation before the
workshop. The trainer will give the participants feedback and coach them on their
continued improvement during class.
Training Activities Lecture on writing templates, exercises, case studies, group sharing and coaching
 Course Outline
1. Map Out Ideas to Plan Content – Plan details, facts
and figures creatively with a mind map :
• Jot down ideas
• Organise the outline
• Group related ideas
2. Sharpen the Focus – Learn tips to :
• Classify information into must know, important to know and nice to know
• Engage the readers with a you-focus
• Facilitate selective reading
3. Summary Writing – Practise summary writing on
given case scenarios :
• Filtering techniques
• Concise language style
• Graphic representation
4. Convince Your Readers with Recommendations –
Acquire the FAB model :
•Features
•Advantage
•Benefit
5. Apply Time-Saving Templates –
Practise recommended templates :
•
•
•
•
•
Business proposals
Project reports
Progress reports
Sales reports
Project minutes
A
ll businesses, not matter large or small are engaged in negotiation
activities every day. There are needs for these enterprises to create
competitive advantages and negotiation is one of the most critical
skills in fulfilling such requirements. In fact, all executives in sales, marketing,
procurement as well as other functional departments should be able to cope
with different kinds of negotiation strategically so that they can provide better
service and creative ideas to serve their customers. This workshop aims at
providing a comprehensive framework of how win-win sales negotiation should
be conducted and the relevant skills that one needs to possess.
Objectives
Upon completion of the workshop, participants will:
• Be able to understand the nature of win-win sales negotiation
• Learn how we should prepare for a negotiation strategically
• Know how we can formulate strategies to handle the object of sales
negotiation
• Use the appropriate the tactics required to achieve our negotiation objectives
Methodology
Lecture, game, discussion, role-play and video recording
 Course Outline
1. The nature of negotiation
• Understanding the elements of win-win negotiation
• The principle of exchange
• Five (5) characteristics of a good negotiator
2. Preparation before negotiating
• Identify the objectives of negotiation
• Power of knowledge and information in negotiation
• Psychological principles for negotiation
3. Different types of negotiation strategies
• Sources of Negotiation Power
• The negotiation process
• Predict opponents’ style and behaviour
4. Negotiation Tactics
• Various negotiation tactics
• Coping with tactics by counter-tactics
• Tactics in team negotiation
5. Resolution of negotiation deadlock
• Side-stepping and making concessions
• Getting to close
• Contract signing and implementation monitoring
6. Integration – Report Writing – Integrate learning
in an exercise to receive coaching.
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
3
Personal Effectiveness
Effective Communication and Interpersonal Skills
MEDIUM : Cantonese / English
COURSE CODE : ECIS
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
11 March 2015 (Wednesday)
Deliver Clear Messages and
Build rapport to Drive Result
M
eeting others’ expectations successfully is a key to effective
communication. Forming trust in interpersonal relations speeds up
team efficiency and enhances job satisfaction.
The workshop develops the participants’ skills in the following aspects :
• Follow an audience-focus direction
• Plan the relevant content of a message
• Speak a precise and credible language
• Practise active and empathetic listening
• Give and get feedback to drive continued improvement
• Be aware of own and others’ communication behaviours
• Adapt communication styles
• Select suitable communication channels
• Apply effective communication face to face, on the phone and via writing
Target Audience
All staff
The training is built on multi-sensory facilitation with the following activities:
Lecture
Discussion
Case studies
Role-play
1. Creating the Context
The participants will engage in a game to be aware of communication
dynamics:
•Trust
•Liking
•Competence
2. Overcoming Communication Barriers
Through a discussion and case studies, the participants will analyse possible
communication barriers arising from the following differences:
•Expectations
•Background
•Interest
3. Planning with an Audience Focus
In an exercise and role-play, the participants will learn a tool to structure a
clear message to suit the audience:
•Purpose
•Content
•Language
4. Selecting the Right Channel
Methodology
•
•
•
•
 Course Outline
• Self-evaluation questionnaires
• Exercises
• Video
• Game
In a discussion, the participants will discover the impact of three (3)
channels. They will know how to select the right channel:
•Writing
• Face to face
•Phone
5. Getting Results via Email
•
•
•
The participants will practise a three (3)-step template to prompt actions:
Get to the point
Provide easy reference
Time the action
6. Adapting Communication Behaviours
In a self-evaluation questionnaire and role-play, the participants will realise
how to adapt own communication behaviours:
• Build on strengths and compensate for weaknesses
• Match the communication behaviours of others
• Learn a model to build rapport
7. Practising Active and Empathetic Listening
•
•
•
In a short video and discussion, the participants will learn:
Being objective
Showing empathy to gain trust
Using techniques of smooth questioning
8. Giving and Getting Feedback
In an activity and discussion, the participants will learn:
• The value of feedback
• Techniques of giving positive and constructive feedback
9. Action Plan
The participants will integrate the day’s learning and form their action plan
for applying the knowledge.
4
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Personal Effectiveness
Personal Effectiveness
Handling Difficult People
Creative Problem Solving & Decision Making
MEDIUM: Cantonese
FEE : HK$3,480
COURSE CODE : CPSDM DURATION : 1 Day
EARLY BIRD : HK$3,180
20 March 2015 (Friday)
F
acing the complex, open-ended, ever-changing challenges, organizations
should realize that constant, ongoing innovation is critical to stay ahead
of the competition. As a business leader, how effective are you in
managing these business difficulties? Can you break thought patterns and think
differently?
This workshop will show you how to utilize tools to spark creativity, and enable
you to develop comprehensive approach to solve problems with fresh ideas and
make high quality decisions.
 Course Outline
1. Identifying blockings to creative thinking and expanding
your creativity
MEDIUM: Cantonese / English COURSE CODE : HDP
DURATION : 1 Day
FEE : HK$3,480
EARLY BIRD : HK$3,180
27 March 2015 (Friday)
W
ho are some difficult people to work with? They may be your
customers who have unrealistic expectations of you. They may be your
co-workers who have a different work style or different interests. You
may need to tap your interpersonal skills while you problem-solve as you tackle
technical problems.
The programme aims to build the participants’ confidence in handling difficult
people. They will be equipped with the techniques to practise professionalism in
the following scenarios:
• Staying calm under pressure
• Communicating assertively
• Analysing problematic situations
• Applying relevant methods to resolve conflict
Methodology Lecture, Discussion, Role-Play
Who Should Attend
Those who need to maintain interpersonal relationships at work
2. Application of Creative tools
 Course Outline
3. Problem Solving and decision making based on the KT
Model
1. Characteristics of Difficult People
4. The process of problem solving
5. Situational appraisal and problem root causes analysis
6. Decision analysis – select the most cost effective solution
7. Risk assessment and management
8. Establishing contingency plan
9. Evaluating the solution effectiveness after implementation
Through brainstorming, the participants will categorise difficult people into a
few types:
• Unreasonable
• Insecure
• Defensive
• Arrogant
2. Behavioural Styles of Difficult People
Through lecture and discussion, the participants will:
• Realise the causes of problems with difficult people
• Identify the cause by observing the behaviours of difficult people
• Understanding personality differences
3. Communication Strategies in Conflict Situations
The participants will review how to gain control in a conflict situation by
using effective communication elements:
• Verbal - choice of language
• Vocal - voice quality
• Visual - positive images
4. Role-Play on Handling Difficult People
The participants will work in groups to role play situations that involve
handling difficult people. These scenarios will be based on situations at your
organisation.
5. Building up Positive Energy
The participants will discuss and practise methods to energise themselves to
cope with stressful situations. Such methods are from the following sources:
• Social
• Mental
• Spiritual
• Physical
6. Transactional Analysis
The participants will learn how to work around difficult people and get their
cooperation:
• Through an understanding of transactional analysis
• In an exercise on its application
7. Conflict Management
The participants will acquire six (6) methods to manage conflict situations.
They will select the most suitable method based on the following elements:
• Information
• Time
• Authority
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
5
Specialty Courses
Project Management Workshop
MEDIUM : Cantonese / English
COURSE CODE : PMW
DURATION : 2 Days
FEE : HK$6,180
EARLY BIRD : HK$5,680
5-6 March 2015 (Thursday - Friday)
F
or many companies today, projects have become a vital part of their
operation and existence. Important as they may, statistics show that
only 28% of all projects are completed on time and on budget. The
problem can often be traced back to project leadership: Most projects are
led by someone who may know a lot about the subject of the project, such
as an engineer or software developer, but who may have little knowledge or
experience of project management itself.
Project management requires a methodology and set of skills very different from
those of technical work. This workshop provides participants a comprehensive
overview of the processes, skills, tools and techniques required to lead a project.
Through a series of simulated exercises, games and discussions, participants will
experience the joy and benefits of applying a proven methodology to project
management.
Information and approach used in the workshop is consistent with many
well known methodologies, and can be used as a stepping stone to further
preparations of certification examinations in project management such as PMP.
Who Should Attend Project Managers, Team Leaders, people with current or future project
management responsibilities
Methodology
Discussions, mini-lecture, case studies, simulated exercises, games, role plays
What participants will learn
At the completion of the workshop, participants will be able to:
1. Relate a project and project objectives to business needs
2. Identify project objectives, constraints and stakeholders
3. Plan milestones, tasks, resources and budget for a project
4. Manage project quality and risks
5. Control project progress
6. Learn from a project
7. Manage people and contracts
Benefits
• Better ability to handle projects of different scales
• More accurate estimate of resources and time requirements for projects
• Better ability to meet customers’ specifications
6
 Course Outline
This workshop comprises two days of intensive learning with
mini-lectures, discussions, exercises, simulations, case studies and
practices. The focus is on laying a solid foundation on the key
terms, concepts, processes, and mechanics for effective project
management.
1. The Project Management Framework
a. The “what” and “why” of project management
b. Types and Characteristics of a project
c. Roles and responsibilities of a project manager
d. Common pitfalls
e. Key Success Factors
2. Project initiation and initial studies
a. Project triggers
b. Project initiation
c. Feasibility study
d. Identifying project scope and objectives
e. Identifying deliverables, requirements, and constraints
f. Identifying stakeholders
g. Project Requirement Document (PRD)
3. Project Planning
a. Managing scope and tasks
b. Managing time
c. Managing costs
d. Managing quality
e. Managing risks
f. Team and administration
4. Project control
a. Tracking and controlling progress, cost and time
b. Levels of control
c. Quality control
d. Risk control
5. Project conclusion
a. Defining completion
b. Implementation planning
c. Project acceptance
d. Wrap-up
e. Learning from a project: documentation, feedback, evaluations
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Specialty Courses
Specialty Courses
Business Planning
Marketing Essentials
MEDIUM: English
FEE : HK$3,680
COURSE CODE : ME
DURATION : 1 Day
EARLY BIRD : HK$3,380
10 March 2015 (Tuesday)
MEDIUM: English FEE : HK$3,480
COURSE CODE : BP
DURATION : 1 Day
EARLY BIRD : HK$3,180
11 March 2015 (Wednesday)
ffective marketing is vital to ensure the survival and growth of any
business. It does not matter whether the business is large or small, or
what products or services the business supplies, the truth is that effective
marketing cannot be ignored and is essential for any successful organisation.
E
T
This course covers the basics of marketing and will help participants understand
marketing concepts and how they link to the growth strategy of the business.
It will also give participants a solid grounding in market analysis and how
marketing influences customers.
Learning Outcomes
his course has been designed to help participants develop their business
acumen by looking at the issue of commerciality. The key drivers of
commerciality are customers, the competition and stakeholders. How they
interpret these demands and respond to their needs on an ongoing basis will
determine the sustainability of a business.
By the end of this training, participants will have learned how to:
• Explain what marketing is and how it links to the growth strategy of a business
• Identify the components of the marketing mix and extended marketing mix
and explain how marketing affects all areas of the business
• Use the marketing triangle as a logical and customer-centric approach to
marketing
1.Explain the ‘’vision’’ for their business and what they want to achieve
2.Define Commerciality and why it is important
3.Explain the four ways their business can grow
4.Develop specific strategies for their business and know how to exploit them
5.Develop a SWOT analysis and key actions to drive their business forward
6.Explain the customer experience transition and why this creates the need for
continuous improvement
7.Implement a process for innovative thinking
Who Should Attend Who Should Attend Learning Outcomes
By the end of this session, participants will have learned how to:
Aimed not only at people who are new to a marketing role, but just
about anybody in the organisation – a basic understanding of the subject
is particularly valuable to people in management, selling and customer service
roles
Anyone whose job involves developing and planning for business—and can also
be used to help teams understand that they must think commercially in order to
help grow the business and survive in today’s competitive market
 Course Outline
 Course Outline
1.Cookies
1.Setting the Scene
2.What is marketing?
2.What is Commerciality?
3.Growth Strategies
3.What Does the Future Look Like?
4.The Marketing Mix
4.What’s the Vision for Our Business?
Learners are introduced to the concept of marketing by considering how a
small local business should market itself.
This short exercise helps learners to understand what marketing is and the
wide range of business activities it involves.
Learners find out about different types of growth strategies adopted by
businesses and how important it is for marketing to align to strategy.
The Marketing Mix and the Extended Marketing mix are explained to learners.
5.The Marketing Triangle
Participants are provided with a logical approach to marketing using the
marketing triangle.
6.The Marketing Triangle: Understand
Importance of market research is explained and learners find about the
four elements they need to understand to market effectively; also a short
introduction to the PESTEL analysis.
An exercise that gets participants to think about how their business is viewed,
both internally and externally. What are their customers saying about them?
Establishing what commerciality is and why it is important to the success of
a business
A follow on from the ‘setting the scene’ exercise that gets participants to
look at how they would like their business to look in the future
Developing a clear understanding of what the business is and what they
want it to be using practical questions
5.My Vision
Defining their vision in a clear statement and assessing this statement
against achievability, buy-in, clarity etc.
6.Developing Your Business
Establishing what makes a business successful and identifying specific means
of developing their business
7.The Marketing Triangle: Solve
7.Influencing Factors
8.Case Study
8.Continuous Improvement
9.The Marketing Triangle: Communicate
9.Innovation
10. Promotional Poster
10. Review
Importance of providing solutions based on customer requirements is
explained.
A case study to consider what can happen when products no longer meet
customer requirements.
Learners are introduced to the promotional mix and the various communication
media available. They are then asked to apply this information in a brief activity.
An activity to consolidate key themes covered during the training.
Performing a SWOT analysis to determine the internal and external
influences on the business and creating key actions from this
Viewing the Customer Experience Transition model and understanding that
‘Exceptional’ becomes ‘Standard’; identifying what they can do that is exceptional
Understanding the barriers to innovation, its importance and how to follow
a process for innovation
A fun exercise that brings the learning together and reviews the session
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
7
Specialty Courses
Specialty Courses
Customer Focused Prospecting
Expert Sales Strategy
MEDIUM: Cantonese
FEE : HK$3,480
COURSE CODE : ESS
DURATION : 1 Day
EARLY BIRD : HK$3,180
17 March 2015 (Tuesday)
• Apply profession selling skills to daily business realities through a review of core skills
• Develop a sales process map – including key activities, critical tasks and
performance measures
• Penetrate and manage complex accounts, and learn advanced skills to gather
information, analyze accounts
• Sell to the needs of multiple influencers and key decision-makers
• Develop call plan profiles and practice selling against the competitions
All sales and Sales-related staff
Methodology
The course will be implemented by a designated senior associate. All training
modules have variations of the following:
1.Input-concise concepts and theories, main focus is on practical demonstration
of behaviors
2.Team or individual activity to reinforce input and increase ability to re-model behaviors
3.Feedback from Team, Individuals & the Facilitator
4.The activities will either be case studies leading to discussion and/or role-plays,
or practical games related to the sales skills and the process
Highlights
A. Review of core skills learned
• Opening skills
• Probing skills – C.A.S.H
COURSE CODE : CFP
DURATION : 1 Day
EARLY BIRD : HK$3,180
18 March 2015 (Friday)
By completing this curriculum, your sales people should be able to:
Target Audience
MEDIUM: Cantonese FEE : HK$3,480
• F.A.B.
• Gaining Commitment
B.How customer go to decision making
• Identification of the GAP (i.e. the gap between recognizing the need and
making decision)
• Identification of the mind pattern of customer in the different stage of the
buying cycle
• Know what impacts customer in the different stage of the buying cycle
C.Expert Sales Strategy
• Developing entry strategy
• Sell to the needs of multiple
influencers and key decision-makers
• Conducting competitive analysis
• Decision criteria analysis
• Use of strategic planner (i.e. tool
for planning sales strategy)
 Course Outline
1.Account Entry Strategy
T
his training course combines a conceptual framework for understanding
the principles of successful prospecting with step-by-step instructions for
targeting prospects, planning calls, and building messages that get results.
The course’s modular design is fast-spaced and delivers content in easily
digestible chunks. Planning tools and sample “core messages” are included.
By completing this curriculum, your sales people should be able to:
• Build prospecting plans that help the sale advance
• Begin to create customer value even before contacting the customer
• Increase the number of qualified appointments through customer-focused prospecting
• Shorten the sales cycle by improving the content of prospecting messages
Target Audience
This training course is designed for:
• Experienced salespeople who feel at a sudden loss when having to initiate
new business
• Less-seasoned salespeople who feel that prospecting is intrusive or
that they have nothing compelling to say.
Methodology
The course will be implemented by a designated senior associate. All training
modules have variations of the following:
1.Input-concise concepts and theories, main focus is on practical demonstration
of behaviours
2.Team or individual activity to reinforce input and increase ability to re-model behaviours
3.Feedback from Team, Individuals & the Facilitator
4.Various “games/activities” to enhance retention of the skills
5.The activities will either be case studies leading to discussion and/or role-plays,
or practical games related to the sales skills and the process
 Course Outline
Participants of this training course will learn to :
1.Build short, compelling and specific openings messages
2.Credential themselves immediately by exhibiting knowledge
of customer business issues
3.Develop a “value proposition” for each market segment
• Account Identification
• Entry Strategy (Who are you meeting? Decision maker/Influencer?)
• Setting Account Objectives
4.Create messages to validate the value proposition
2.From recognizing the need to making decision
6.Minimize barriers that are within their control
• Identifying the foot path from recognizing the need to making decision
• How decision criteria impact decision making
• Identifying and influencing the perceived priorities of decision criteria
3.Winning against competition
• Strategies and tools to analyze and evaluate competing situation
• Strategies and tools to handle vulnerable situation
5.Link business issues to problems the salespeople can solve
7.Get past “gatekeepers”
8.Role-playing to practise the skills
9.Summary and Action Planning
4.Differentiating Buyer Concerns
• Classic Objections
• Iceberg Issues
5.Role-playing to practise the skills
6.Summary and Action Planning
8
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
Course Calender
Specialty Courses
January to March 2015
Face to Face Selling Skills
MEDIUM: Cantonese
FEE : HK$6,180
COURSE CODE : FFSS
DURATION : 2 Days
EARLY BIRD : HK$5,680
To be scheduled in June 2015
By completing this curriculum, your sales people should be able to:
• Project an image of confidence and pride
• Sell their products and services rather than missing opportunities
• Hone in their ability to understand customer situation
• Matches the needs of the customers to the features and benefits that the
products or services they are selling has to offer
• Presenting solution confidently and professionally
• Enhance their confidence to be able to negotiate
• Handle objections in professional manner
Target Audience
All sales and sale-related staff
Methodology
The course will be implemented by a designated senior associate. All training
modules have variations of the following:
1.Ice breakers
2.Input-concise concepts and theories, main focus is on practical demonstration
of behaviours
3.Team or individual activity to reinforce input and increase ability to re-model behaviours
4.Feedback from Team, Individuals & the Facilitator
5.Various “games/activities” to enhance retention of the skills
6.The activities will either be case studies leading to discussion and/or roleplays, or practical games related to the sales skills and the process
 Course Outline
1.Understanding the Dynamics of Selling
• Changing expectation
• Customers buying patterns
2.Finding your customers
• Identifying sources & potential customers
• Cold Calling
• Telephone approach/making appointment
3.Creating the initial ‘WOW’ Factor
• First point of contact - the Opening
• Initiating the conversation
• Helping the customers relax
4.Strengthening the Questioning Techniques (CASH)
• Two(2) Types of questions
• Four(4) models of questioning (CASH)
• Questioning with a purpose- the benefits
5.Understanding our Customers’ Real Needs
•
•
•
•
Identifying needs, opportunities and background informations to understand
customers’ circumstances
Creating and Providing ‘VALUE’
Enhancing the ‘URGENCY’
6.Recommending and Proposing the Solutions
• Presenting the differentiating product features and benefits
7.Resolving or Further Clarification
• Handling objections, stalling, put-offs and other negative attitudes of the
customers
• and agreeing on beneficial solutions
JANUARY
Jan-12
Blue Ocean Change Management 【藍海變革管理】
[C/E]
Jan-13-14
Managing People for Win-Win Results
[C/E]
Jan-14
Win-Win Negotiation
[C/E]
Jan-16
Influencing Others without Formal Authority
[C/E]
IT- WEB APPLICATION TESTING, MOBILE WEB SYSTEMS,
SPECIFYING SYSTEM REQUIREMENTS
Jan 13-14
Web Application Testing: Principle & Practice (hands-on)
[E]
Jan 15-16
Mobile Web Systems : Development and Testing (hands-on)
[E]
Jan-19-20
The System Requirements Journey
[E]
Jan-21
Business Consulting Skills
[E]
Jan-21
Leadership Skills Workshop
[C/E]
Jan-22
Professional Telephone Skills Workshop
[C/E]
Jan-23
Sales Coaching Workshop
NEW
Jan-26
Negotiating Skills for Buyers
NEW
[C]
[E]
Jan-27
Managing and Measuring Vendor Performance
NEW
[E]
Jan-28
Contract Management
NEW
[E]
Jan-29
Speed Thinking & Ideas Blitz
NEW
[E]
Jan-30
Rapid Innovation
NEW
[E]
FEBRUARY
Feb-04
Effective Email Writing
[C/E]
Feb-05
Time and Task Management
[C/E]
Feb-06
Managing Conflict and Disagreement
[C/E]
Feb-06
Performace Management and Coaching
[C/E]
Feb-09
Leadership with Sun Tzu 【孫子領導智慧】工作坊
[C/E]
Feb-11
Strategic Thinking : The Mind of a Strategist
[C/E]
MARCH
Mar-04
Presentation Skills Workshop
[C/E]
Mar-5-6
Project Management Workshop
[C/E]
Mar-10
Proposal Report Writing
[C/E]
Mar-10
Marketing Essentials
NEW
Mar-11
Business Planning
NEW
Mar-11
Effective Communications & Interpersonal Skills
[E]
[E]
[C/E]
Mar-12
Customer Experience Managemnt
[C/E]
Mar-13
Win-Win Negotiation
[C/E]
Mar-17
Expert Sales Strategy
NEW
[C/E]
Mar-18
Customer Focused Prospecting
NEW
[C/E]
Mar-20
Creative Problem Solving and Decision Making
Mar-23-24
Leading High Performance Team
Mar-27
Handling Difficult People
NEW
[C]
[C/E]
[C/E]
8.Role-playing to practise the skills
9.Summary and Action planning
Please contact CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
9
Managerial Skills and Leadership
Leading a High Performance Team
MEDIUM : Cantonese / English COURSE CODE : LHPT
DURATION : 2 Days
FEE : HK$6,180
EARLY BIRD : HK$5,680
23-24 March 2015 (Monday - Tuesday)
T
he growing competition and rapid changes in today’s business environment
requires the support of high-performance teams with well-educated and
highly skilled members. Such teams require a new breed of leaders who
are motivational, action-based and results-driven. These leaders do not need to
coerce their team members to perform, but can create an environment in which
people want to perform. They possess the skills not akin to ocean liner piloting
but white-water canoeing: Leading their teams to meet challenges and changes
as they come, they can bring their teams to destination with pride and joy.
Audience
The purpose of this course is to provide participants the skills and
techniques to lead others in a teamwork environment. Through
discussions, games and exercises, participants will learn how to lead a
high performance team to achieve a common goal while developing its
individual team members.
At the completion of the course, participants will be able to:
Managers, project managers and team leaders
Methodology
Discussions, mini-lecture, role-play, dialogues, demonstrations, exercises,
simulated exercises and games
What participants will learn
• Identify the characteristics of a high performance team
• Differentiate between transactional and transformational leadership
• Use coaching as a tool to lead and develop a team
• Lead a team to meet challenges using both traditional problem solving skills
and creative thinking skills
• Lead a team through changes
• Turn good performance into great performance
 Course Outline
1. Introduction
5. Leading your teaming through coaching
•
•
•
•
•
•
•
•
•
•
•
•
The advantages and trend towards teamworking
What constitutes a team?
Teams vs groups
Teambuilding vs teamworking
Stages of team development
2. Towards a high performance team
•
•
•
•
•
•
•
•
Characteristics of a high performance team
Assessing team role and effectiveness
Surviving forming and storming
The role of leader in a high performance team
Managing team diversities
Developing team spirit
Aligning team efforts to company mission
Team exercise
3. Achieving team synergy
This section provides the tools and techniques to lead a team achieve
what a team is meant to do. Through role plays and simulated exercises,
participants will learn the following concepts and techniques:
• Setting team targets
• Measuring team performance
• Case study
4. Transformational leadership
•
•
•
•
•
•
•
10
Transactional vs transformational leadership
Characteristics of a transformational leader
Motivating team members with purpose
Causing result-driven actions
Nurturing a feedback culture
Managing conflicts
Role play
Coaching vs directing
The value of coaching in situational leadership
Basic coaching techniques
Asking the right questions
Developing ownership thinking
Helping subordinates to release their passion at work
Role play
6. Leading your team in problem solving
•
•
•
•
•
When to use traditional wisdom and when to think out of the box
Leader as a facilitator
Some tools in group problem solving and decision making
Leading your team to think out of the box
Team exercise
7. Leading your team through change
•
•
•
•
•
•
White water leadership
Understanding change
Coaching team members through change
Making the best of resistance
Initiating change
Team exercise
8. Wrap up
• Personal action planning
•Summary
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if needed.
COURSE ARRANGEMENTS
Week
Course
Date
Course
Title
Course
Code
Duration
(Days)
Fees*
(HK$)
1
Mar-04, 2015
Presentation Skills Workshop
Mar-5-6, 2015
2
Enroll before these dates
to Enjoy our Early Bird Rates
Cancellation
Deadline
Medium
of Instruction
PSWS
1
HK$3,480 HK$3,180 Feb 6, 2015
Feb 11, 2015
C/E
Project Management Workshop
PMW
2
HK$6,180 HK$5,680 Feb 6, 2015
Feb 11, 2015
C/E
Mar-10, 2015
Proposal Report Writing
PRW
1
HK$3,480 HK$3,180
Feb 13, 2015
Feb 18, 2015
C/E
Mar-10, 2015
Marketing Essentials
NEW
ME
1
HK$3,480
HK$3,180
Feb 13, 2015
Feb 18, 2015
E
Mar-11, 2015
Business Planning
NEW
BP
1
HK$3,480
HK$3,180
Feb 13, 2015
Feb 18, 2015
E
Mar-11, 2015
Effective Communications & Interpersonal Skills
ECIS
1
HK$3,480 HK$3,180 Feb 13, 2015
Feb 18, 2015
C/E
Mar-13, 2015
Win-Win Negotiation
WIN
1
HK$3,480 HK$3,180 Feb 13, 2015
Feb 18, 2015
C/E
3
Mar-17, 2015
Expert Sales Strategy
NEW
ESS
1
HK$3,480
HK$3,180
Feb 18, 2015
Feb 23, 2015
C
Mar-18, 2015
Customer Focused Prospecting
NEW
CFP
1
HK$3,480
HK$3,180
Feb 18, 2015
Feb 23, 2015
C
Mar-20, 2015
Creative Problem Solving and Decision Making
CPSDM
1
HK$3,480 HK$3,180 Feb 18, 2015
Feb 23, 2015
C/E
4
Mar-23-24, 2015
Leading a High Performance Team
LHPT
2
HK$6,180 HK$5,680 Feb 27, 2015
Mar 4, 2015
C/E
Mar-27, 2015
Handling Difficult People
HDP
1
HK$3,480 HK$3,180 Feb 27, 2015
Mar 4, 2015
C/E
NEW
C = Cantonese, E = English
TIME: 9:00 am - 5:00 pm daily
VENUE: Regal Hongkong Hotel, Causeway Bay, HK.
PAYMENT AND CONFIRMATION:
1. Seminar fees cover full set of course materials, lunch and refreshments.
Seminar fees are payable in advance.
2. For enrolment by email, please provide all information per the standard
Enrolment Form on this page.
3. For enrolment by fax, mail or email, CEL will issue an acknowledgement fax
or email to the Authorized Person the next day from receipt of the enrolment.
4. Enrolments received by fax, mail or email on or before early bird
deadline will be entitled to the early bird rate.
5. Joining instructions for confirmed registrations will be sent to the
Authorized Person about 2 weeks before the seminar.
* Fees includes refreshments and lunch
CANCELLATION AND SUBSTITUTION POLICY:
1. There is no cancellation charge for cancellations made on or
before the cancellation Deadline.
2. Registrant(s) who fail to attend, or who cancel(s) after the
cancellation deadline(s) are liable for the entire fee.
3. All cancellations should be notified in writing.
4. Enrolments received AFTER the cancellation deadline are subject
to the same cancellation deadline.
5. Registrants may send substitutions in their place anytime. However,
substitutions are not allowed once a seminar has commenced.
ENROLMENT
** We accept P. Cards
ATTENDANCE CERTIFICATE:
A Certificate of Completion will be given to each delegate who have
attended more than 70% of the enrolled course(s).
CORPORATE DISCOUNT SCHEME & QUANTITY DISCOUNTS:
Please visit our Website at www.celhk.com or telephone Ms Mak at
2838 1182 to inquire the above.
Communications Engineering Ltd. reserves the right to vary the course
programmes or arrangement if this proves necessary.
FORM
Company Name :
Address :
Contact Person : (Mr / Ms)
Job Title :
Direct Line : Email Address : Mobile :
Fax : Authorized Person : (Mr/Ms)
Job Title :
Direct Line :
Signature : Date : cel@celhk.com
Please contact
PD2015-MAR-all
CEL for a quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
© copyright11
About CEL
Communications Engineering Limited specialises in providing world-class quality Management Skills, Personal Effectiveness,
Information Technology and Specialty Training. CEL targets new entrants and seasoned professionals in all business sectors. For more
than 25 years, CEL has developed an excellent reputation for delivering real-world value-added training. The clientele includes many
Fortune 500 multinational enterprises, HKSAR government, public and private sectors of Greater China and throughout the region.
Our carefully-designed course schedule targets to provide continuing, comprehensive and structured suites of courses that meet career
development needs of professional staff at all levels. Our current pool of experts are drawn globally from Hong Kong and abroad,
allowing us to offer the best combination available in terms of technology, expertise and versatility.
The On-Site Option
If there are a group of staff in your organization interested in taking any of these CEL courses, why not consider the On-Site option? We
can readily tailor courses to your specific needs, send an expert instructor to your workplace, and help cut costs. If you are interested in
organising any of the topics as in-house on-site or off-site traning, and for more information about this service, please contact Miss Mak
at CEL at Hong Kong telephone number +852 2824 9978 or at email cel@celhk.com for a quotation and proposal.
Trainer Information
All public and in-house programs are delivered by Senior Trainers/Consultants of CEL. Please contact CEL for trainer profile(s) if
needed. Please contact CEL for quotation if your are interested in organising any of the topics as in-house on-site or off-site training.
Announcing…VOLUME ONE of our brand new In-house Course Catalogue is now available
In this volume, we have included a sampler comprising detailed course descriptions for 15 of our many programs which are available
and popular as in-house presentations.
Versatility + Quality + Bespoke Services
Please note that ALL public courses from our monthly catalogues are available for in-house presentation as well.
On top of that, should you have some topics in mind but cannot find them in our in-house and/or public catalogues, you are welcomed
to inquire if we are able to source/ customise such training programs for you. All in-house programs will bear the same high level of
quality which underpin all of our public offerings.
Executive Coaching
Another new area of professional service available is Executive Coaching. Contact us for a detailed discussion and proposal/quotation.
Rooms 802-4, 8/F, Hua Qin International Building, 340 Queen's Road Central, Sheung Wan, Hong Kong
Tel: (852) 2838 1182 (General Line)
Fax: (852) 2838 7122
Website: www.celhk.com
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