CELEMI Business Simulation

We are partners of CELEMI offering the bellow mentioned business simulations:

Strategy. Decision-Making. Leadership. Competition.

Celemi Apples and Oranges™

Celemi Decision Base™

Celemi Tango™

Sales. Innovation. Change.

Celemi Enterprise™

Celemi Cayenne™

Celemi Performance™

Sales. Marketing. Strategy.

Celemi Sales Endeavor™

The Medici Game™

Celemi Exploring Change™

SILEGA Business Simulation

We are partners of Silega offering the bellow mentioned business simulations:

Silega Expedition™

What Is a Business Simulation?

A business simulation is a realistic and engaging learning experience. It is our firm belief that people learn when being motivated, stimulated, and having fun. Our simulations create a spontaneous learning process – people learn without noticing they do!

A business simulation consists of the following components:

Learning by doing

We believe that people learn more from a personal trial-and-error process than traditional classroom teaching. A business simulation gradually introduces new information to the participants and recreates the workplace environment where they work in teams, make decisions, and experience the consequences first-hand. The format allows participants to learn from their mistakes, make adjustments, and actually test out the “new knowledge” by putting it to use.

Interaction and Engagement

In a business simulation, professionals work together to consider new information presented to them, then make decisions, plan strategies and take action. Yes, participants get to control the outcome! They also gain instant feedback about their actions and are guided in meaningful assessments and analysis, thus learning from each other.

A Range of Perspectives

Business simulations provide the ultimate arrangement for bringing together different skill sets and, thus, different perspectives. An accountant might find himself on the same team as a marketing director and a quality control manager. Each brings a different point of view to the simulation and learns even more when taking a role outside of his or her comfort zone.

Real-world Results

Effective business simulations build in the same business drivers that are relevant to your business or industry. “The win” in a business simulation should not come from a simple change in strategy (e.g., introduce a new advertising campaign), but rather from a series of decisions that consider all aspects of the operation-finance, marketing, production and more. With this birds-eye view of the business, and the experience of making decisions (and some mistakes), your professionals are in a better position to take their learning back into the workplace and make better decisions immediately.

Quick Learnings 

Because business simulations engage participants in their own learning process, they develop real understanding. It might take someone 30 minutes to fill out the financial statements during a simulation, but once they do, it’s hard to forget. The experience itself is carried with them — to the next round of the simulation, and ultimately back on the job. That’s why business simulations can be effective in a day or less, or two days for more competitive and challenging experiences.

Γενική Περιγραφή του σεμιναρίου:

The customer is the single most important ingredient to success in business. A customer wants to deal with a business that is responsive, caring, knowledgeable and flexible. Meet these criteria and business increases! Employees must see their jobs as a contribution to the organization's total impact on your customers.

How does Customer Obsession differ from customer service? By:

- Thinking "customer" whenever you make a decision or establish a policy.

- Serving the customer better then he/she ever expected - perception exceeds expectation.

- Creating a perception of value received - making the customer feel good about doing business with you.

- Making your business one big customer service department that expands your business, cross sells and secures new business

- Treating your customers as if your were going to see them every working day for the rest of your life - at the end of each visit the customer would then decide to buy something from you or one of your competitors.

Οφέλη Συμμετοχής

After completing this course you will be able to:

Eliminate your organization's barriers to customer obsession ◦Policies that exist for the organization but not the customer

Lack of coordination among various departments

Absence of employee empowerment

Employees with a "don't care" attitude

Failure to listen to customers

Become an effective listener Learn how to listen to solve problems, build commitments, and handle complaints Give the customers what they need and want, and prevent errors and misunderstandings

Resolve problems and create solutions Use the dissatisfied customer as an opportunity to convert complaints into sales Cope with "the customer from hell"

Know exactly what to say The "hook" to get their attention and the "sound bite" to make your point in 30 seconds or less How to apologize, say "No," and make the customer glad he/she talked to you

Build in the value of feedback Use the customer survey, vendor survey, and employee survey to find out how well you're really doing Help the customer to complain and use the information to improve ◦Know who and when to thank

Increase employee empowerment by Letting your staff know you trust them and have confidence in their abilities to do a good job Assessing your employee "empowerment level" Creating the "can do" image of doing the right thing and solving problems creatively

Develop an internal customer obsession program Identify your customers within your organization, what you depend on them to do for you; and how they can improve their performance on your behalf

Θεματολογία

Customer Obsession Defined

1. Describe how customer obsession differs from traditional customer  service
2. Explain techniques to eliminate barriers to Customer Obsession
3. Describe ways to make the customer feel important
4. Describe techniques to bolster the customer's self image to solve  problems, build goodwill and trust, and handle complaints

Resolving Problems and Creating Solutions

1. Identify ways to prevent errors and misunderstandings
2. Explain ways to "hook" the customer and make your point in 30 seconds  or less Identify methods to convert the dissatisfied customer into a satisfied  customer Describe techniques to cope with an "incident:" the angry and irate  customer
3. Demonstrate ways to remain calm when under stress and dealing with  "the customer from hell"

Feedback Systems: How Well You're Really Doing and Your Internal  Customers

1. Describe the value and components of the customer, vendor, and  employee survey
2. Explain the importance of an Internal Customer Obsession Program
3. Identify your customers within your organization and what you depend  on them to do for you

Διάρκεια :

Μία ημέρα (8 ώρες)

Distributors enable you to contact and service an enormous number of customers. Without Distributors you would need to hire more account managers, acquire additional offices and invest in more resources.

There is no doubt that Distributors help us to broaden our customer base, increase our sales and provide a better service. Distributors also carry some of the risk involved in dealing with customers.

So the way that we communicate with, engage, build relationships with and work with our Distributors is essential.

If we are good at working with our distribution partners – then we will drive the business forward and enjoy mutual success.

Approach

The training course consists of continuous sequences of explanation, interaction and practical exercise.

Topics

The importance of the distributor

Pareto's Law - The 80 / 20 Rule

The big question - Are you making the most of your distributors?

Why you should arrange regular channel reviews

Analysing distributor performance - financial and non-financial

Agreeing where you are and where you want to go

Providing solutions

Support services

Developing an action plan

Engaging the channel

Partnering for progress - your role in their future

Training Objectives

At the end of this training you will be able to:

7.Deal with problems and challenges with Distributors more effectively. 

Duration

Two Days

Program Schedule

Day One

Welcome & Introduction

The role of the distributor

What value do we get from dealers?

How do they help us achieve our business goals?

How much revenue do they generate?

What activities do they do that we don’t?

How does this help us?

Where do they compliment us?

Where do we work well together?

What are my Channel challenges?

Service, Brand and Reputation

New Business Development

Managing High end customers

Managing Lower end customers

‘What do I want to achieve?’

Where are we now

Where are we going

How will we get there

How will we know when we have arrived

Profiling your dealers

The Champion, a Prodigy, a team player, an Apprentice

Different approaches for the different characters on the matrix

Dealer reviews

Problem solving

Negotiation

Driving Performance

Personal Action Planning

Day Two

Welcome Back

Understanding a dealers business

Running a dealer review

Pre-call

Opening

Reminder of the plan

Discussion of challenges

Exploring options

Negotiation

Agreement

Any other business

Next steps

Problem solving and providing solutions

Engagement techniques

Elevator pitch exercise

New business exercise

Personal Action Planning

Σκοπός Σεμιναρίου

Ένα πλήρες βήμα προς βήμα εκπαιδευτικό “workshop” για πωλητές. Οι συμμετέχοντες θα έχουν την ευκαιρία να οδηγηθούν σε όλα τα στάδια της πώλησης μέσα από μια λογική σειρά «βημάτων». Χρησιμοποιώντας τη συμβουλευτική προσέγγιση στην πώληση (βασισμένη σε ερωτήσεις) θα μάθουν αρχές, τεχνικές και συμπεριφορές, τι να λένε και πώς να το λένε, που θα τους βοηθήσουν να είναι αποτελεσματικότεροι και παραγωγικότεροι στις πωλήσεις. 

Το σεμινάριο Απευθύνεται

Σε όλα τα στελέχη των εταιρειών που έρχονται σε άμεση επαφή με τον πελάτη είτε στο χώρο του είτε στο δικό τους χώρο. 

Διάρκεια Σεμιναρίου

Το σεμινάριο διαρκεί 16 ώρες

Προϋποθέσεις Συμμετοχής στο Σεμινάριο

Η συμμετοχή στο σεμινάριο προϋποθέτει επαγγελματική εμπειρία.

Συνοπτικό Πρόγραμμα Σεμιναρίου

Οι συμμετέχοντες στο πρόγραμμα θα μάθουν:

Να προσεγγίζουν τη «συναισθηματική» πλευρά του πελάτη και να χτίζουν γρήγορα μια πρώτη καλή «εντύπωση» 
Να εστιάζουν στις πραγματικές ανάγκες του πελάτη
Να χρησιμοποιούν αποτελεσματικά τις τεχνικές στη διερεύνηση αναγκών όπως η τεχνική της παράφρασης, η τεχνική των ερωτήσεων σε στυλ διαλόγου, λεξιλόγιο που «πουλάει», κλπ. 
Να πουλούν οφέλη 
Να βοηθούν τον πελάτη να αντιληφθεί τη λύση που του ταιριάζει
Να εστιάζουν σε αυτά που θέλει να αγοράσει ο πελάτης και όχι στις αντιρρήσεις του 
Να μάθουν πως να πιέζουν αποτελεσματικά τον πελάτη 
Να κάνουν follow-up με τις υποσχέσεις τους 
Κλπ.

Το πρόγραμμα προσφέρει ένα μείγμα θεωρητικής και κυρίως πρακτικής (80%) ώστε να επιτυγχάνεται η αυθόρμητη συμμετοχή στις εκπαιδευτικές δραστηριότητες των συμμετεχόντων που θα τους βοηθήσει έτσι να βελτιώσουν την πωλησιακή τους συμπεριφορά.  

Μεθοδολογία Υλοποίησης Σεμιναρίου & Οπτικοακουστικά Μέσα

Πριν την έναρξη του προγράμματος ειδικά ερωτηματολόγια ανάλυσης αναγκών αποστέλλονται σε όλους τους υποψήφιους συμμετέχοντες προκειμένου να γίνει η καταγραφή των εξής στοιχείων:

• Ακαδημαϊκό Υπόβαθρο

• Επαγγελματική Εμπειρία στην προηγούμενη καριέρα

• Τρέχουσα θέση στην Επιχείρηση

• Προσδοκίες που επιθυμείτε να καλύψει το σεμινάριο

• Άλλες παρατηρήσεις σχετικά με την υλοποίηση του Σεμιναρίου

Έντυπο Υλικό

• Σημειώσεις Εισηγητή