training - l & d by ray cs specially for seeds, pesticides & fertilizer industry
TRANSCRIPT
RAY Consulting [email protected]+919666691178
Value Addition to company’s sales team through enhancing the effectiveness of participants.
Result Oriented focused training programs.
Tailor Made by understanding the Needs of the Organization/ Participants.
Enhance Potential of the Participants to Meet & Surpass Enhance Potential of the Participants to Meet & Surpass Organizations’ Expectations.
Interactive – Participative Approach.
Philosophy of, “there is always a way to achieve”
Can Do Approach.
Pre Work Shop, in depth discussions with Senior Managers of the Organization for understanding the Philosophy, Vision, Mission, Business Climate, Needs & Objectives for Conducting the training programs.programs.
Benchmarking the Desired Out Comes.
Details of Participants Profiles
Training Program Development.
Dedicated Literature & Content Scan.
Pedagogy finalization.
Module finalization. Module finalization.
Modules rolled out are matching to the wavelength of the target participants.
Sessions are highly participative, interactive and simple to understand.
To make participants sessions are multi lingual as To make participants sessions are multi lingual as per the language of the business state.
Role Plays, Case-lets, Real Work Simulations, Games, activities of virtual business ambience.
Audio – Visual aids are adequately used to substantiate and for faster grasping.
Skills are delivered in an interactive & sequence suiting to the needs of the Participants as each of the skill complements the other to bring out a the skill complements the other to bring out a complete Personality in a Participant
Learn To differentiate as a very special solution provider, through 3Ps, Product, People, Process (Service).
company’s product features, benefits and advantages
Is Channel / farmer looking only at the product performance or “product benefits”
Am I able to handle Channel / farmer complaints well, do I follow up
Am I able to respond to Channel / farmers’ satisfaction?
Are my interactions with Channel / farmers adding to the sales? How, Why?
Introduction to agrochemicals
Various types of Insecticides / Fungicides / Herbicides
Modes of action
Application techniques Application techniques
Crop wise insects / disease / weeds
Current practices / products used for control, Popular products and their characteristics
Effective over Efficient Time Utilization. Time Management Vs Reaction. Identifying Time Wasters. Handling Diversity Handling Diversity Slaves of habits – Overcoming dysfunctional
habits, beliefs. Importance of planning.
Effective communication is essential for business delivery
Communicating business details with channel / farmer Effectively,
Building Better Relationships through Building Better Relationships through Communication,
Having Clarity, Authenticity, Assertiveness.
Importance of filed Reporting for better decision making
WHY CUSTOMERS BUY
HOW CUSTOMERS MAKE BUYING DECISIONS
ARE WE STRIVING FOR WIN-WIN ARE WE STRIVING FOR WIN-WIN
Service Relationship BEYOND PRODUCTS
Customer Relationship Management
Making channel realize, Product Feature Benefits, Value for money, Rupee spent = benefits received Rupee spent = benefits received
Learning To Listen, Establish Communication Importance Of Differentiation JOINT VENTURE APPROACH Objective Accomplishment. Objective Accomplishment.
Better Understanding of their roles and responsibilities as supervisors and Front line operators.
Develop and maintain their authority and their human relations skills. Communicate more effectively with their channel, subordinates (Field
assistants), managers and fellows. Analyze problems more accurately and make better decisions. Organize themselves and their subordinates more efficiently. Plan for improved supervisory performance. Plan for improved supervisory performance. Psychological maturity - Their self-confidence and ability and readiness to
accept responsibility. Job maturity - Their relevant skills and technical knowledge. ( details covered
are attached separately) Current approach and importance of Integrated Agro-Input Marketing. Stress Management- Balance between personal and professional life.
Professional Selling Skills: Employ the most desired sales methods. Analyze client needs very thoroughly and present their offer in the most
relevant and attractive fashion. Sell systematically by planning a strategy and working towards clearly
identified sales objectives. Establish really effective client relationships. Framework for identifying and developing negotiation skills. Recognize the importance of planning and preparation for negotiation and to Recognize the importance of planning and preparation for negotiation and to
show how this should be done. Negotiate the best available terms, while maintaining completely ethical and
professional standards and relationships. Use practical motivational techniques as a means of improving group and
individual performance. Develop a "balanced" team. Be firm, fair and effective.
Channel / Dealer, Territory Management:
Understand the channel. Build on the principles of dealer rationalization. Develop Steps in recruiting and selecting channel member with
appropriate responsibility and accountability. Understand the financial principles of selling to distributors. Negotiate the best available terms, while maintaining completely
ethical and professional standards and relationships.ethical and professional standards and relationships. Develop criteria to evaluate a channel member’s performance. Establish effective client relationships. Improve their personal productivity through better time and territory
planning and increased self motivation. Features, Benefits selling with respect to product. Understanding of Products USP (Art of Differentiation) & showing
effectively to prospective customers.
In order to measure the effectiveness of the participants, we would have the following post training evaluation
Continuous feedback from the participants during the training sessions.
Post 1, 3, 6, 12 months training feedback Post 1, 3, 6, 12 months training feedback mechanism on ◦ Improvement of skill in relation with job and
responsibility ◦ Improvement in attitude ◦ Improvement in overall skills and development
Professional Facilitator fee for Two day Training programme @ ₹ 75,000/-
Other Details: The rates Quoted are for one residential program of two days. Conveyance arranged / reimbursed on actual. Venue, Audio Visual aids and training aids to be arranged. ₹ 100,000/- for Content development and Designing study
material as per company’s need.material as per company’s need. Study Material to be made available to the participants (as per
the course developed above), we may undertake the same at the actual cost plus 20% service charges.
50% of total fee to be paid along with the work order, balance in 2 installments, before the completion of training programs.
All the services attract applicable Taxes.
Over 27 years of leadership expertise in business operations of agri-inputs in renowned organizations of Rallis, Tata Chemicals, Tureeya Associates, Cheminova, PI Industries and in NFCL.
Diversified crop, customer experience in field, horticultural and plantations crops.
Translates strategies / plans into the entire team to operate at a high degree of effectiveness.
Have strong understanding of Adult Learning Principles, Curriculum Design, Development & Delivery Methods . Blending Experiential Learning Methodology, simulations & psychometric analysis to design, develop & facilitate Learning & Development Programs. Developed and facilitated more than 50 training modules on various subjects. Speaks English, Telugu, Hindi, Kannada, Tamil, Marathi, Rajasthani, Punjabi.
INDUSTRY EXPERIENCE
RAY Consulting Services:
Consultancy about Agrochemicals Business environment in India to global research / investment firms on investment opportunities for agrochemical industry.
Alliances’ partnering of pesticides - fertilizers business.
Mentor for CIIE’s (IIM-Ahmadabad), a IDEA (NAARM-ICAR)’s agri business start ups, Board member in investment committee.
Learning and Development sessions with multinational and Indian Pesticide companies.
Consulting pesticides companies for business transformation.
Consulting India’s largest fertilizer company, for their new business venture with Mitsubishi Corporation, Japan. Guiding and providing marketing strategies.
Nagarjuna Fertilizers and Chemicals Limited - Head – Marketing,
PI Industries Ltd., General Manager
Cheminova India Ltd., Marketing Services Manager
Tureeya Associates., – Self owned consulting firm in the business of complete crop solutions.- Chief Executive Officer,
Rallis India Limited and Tata Chemicals Limited (Tata group companies.)
Academic Qualifications:
P G C B M - X L R I, Jamshedpur, M.Sc. (Ag ) - G B Pant University of Agriculture and Technology, Pant Nagar, B.Sc. (Ag ) - A P A U, Hyderabad
Linkedin: https://www.linkedin.com/pub/ra j-kumar-b/2/16a/b75
