The Benelux Chamber of Commerce in China, the Britisch Chamber of Commerce in Chinam, China-Britain business Counsel and the Swiss Chamber of commerce in Beijing are delighted to invite you to a Business Event on March 24:
Effective Sales Strategies – A Miller Heiman Overview
It is slowly being accepted that sales is not a ‘black art’ but a practical management function like accounting or quality control. Despite this, many companies could do much better at planning realistically how to secure business that is profitable for them, satisfies the customer and leads to repeat business that both companies are happy with. During this seminar Guy Fraser, Associate Director with MDS, will outline some of the concepts developed by Miller Heiman, which have been used effectively by over a million sales people and CEOs the world over including China. To get the best out of the seminar bring along some mental notes about a contract or agreement that you’re trying to secure. On the privacy of your own piece of paper this seminar will help you to identify ways that will improve your chances of making it happen.
Key issues addressed during the event include:
Reality checkpoint - assessing the current situation
Understanding the buying dynamics
Preparing for the next meeting
Who Should Attend?
This event will be of interest to anyone involved in responsible for achieving top and bottom lines through supplying other companies (e.g. CEO’s, Sales VP’s and all sales and business development executives involved in B2B corporate sales)
Guy Fraser - MDS
Guy has over twenty five years international management experience encompassing sales, technical service and training. His particular skills are business development, change management and delivering training.
After graduating, Guy spent 4 years as a management trainee in production and later installing capital projects in the food industry. From there he moved into export sales of capital equipment with APV Baker Plc, which took him regularly to West Africa where he managed to revitalise a business struggling under the weight of a collapsing oil price. He then went on to build businesses in Hong Kong, China and other parts of Asia Pacific. On entering senior management he spent the next fifteen years managing sales teams handling the UK and continental Europe, starting by creating a new multimillion pound engineered solutions business in the middle of the early ‘90’s recession for Applied Power Inc. After reaching board level in the engineering industry Guy then went into IT where he managed, rebuilt and cross-trained a team of 40 multilingual engineers for Silicon Graphics. Guy has also spent five years running his own company and delivering training. He is now Associate Director with MDS responsible for the Miller Heiman business in Greater China.