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PCS Sales competency developemnt Proposal for PWC Russia

PCS Sales competency developemnt Proposal for PWC Russia. The Current Context. The new project – Private Company Service( PCS) – has been launched since 2010 in Russia The target of the project: to enter the new niche for PWC consulting services: small and medium sized businesses,

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PCS Sales competency developemnt Proposal for PWC Russia

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  1. PCS Salescompetencydevelopemnt Proposal for PWC Russia

  2. The Current Context • The new project – Private Company Service( PCS) – has been launched since 2010 in Russia • The target of the project: • to enter the new niche for PWC consulting services: small and medium sized businesses, • to “build” new potential clients for the future starting from today • The participants of the new project are specialists in their field, but not in sales • There is an increased need in communication / interpersonal management skills in PCS project • Thekeyexpecteddifficultyisthatin Russia thereisnotraditiontopurchaseofconsultingservices • The specific training needs are not completely clear as participants do not have yet enough information / experience with small / medium businesses

  3. What We Propose Based on our experience with similar assignmentsandsincetraining needs for this new project are not fully clear We propose: • To run The Development Center for the participants of Private Company Service project • As the result of Development Center – to arrange a set of trainings for participants, such as Communication skills / Effective communication Advanced sales skills Negotiation mastery Etc.

  4. Why Development Center? • Participant will understand and analyze own strengths and weaknesses in relation to their specific job function • Participant will have a chance to have focused and well-structured feedback from their colleagues and trainers • Team communication within the frame of Development Center helps to increase shared vision and priorities • All specifics of local market and culture are taken into consideration while DevelopmentCenter exercises are prepared • Participants will identify own areas for development and start developing individual development plan • Further training activities are very precisely targeted for each participants • Participants will commit to own development

  5. DevelopementCenter Format Activities: • Roleplaysandindividualexercises • Focused facilitated discussionstoinvestigatecustomerprofileandneeds • Selfassessmentofownperformanceineachactivity • Multiple feedbackfromteamandtrainer • Writtenreportandvideorecordofownperformance ( if needed) • Methodology: • Participants demonstrate how they use their knowledge and skills, needed for their job function, in secure positive environment, created by facilitators • Duration1 day (upto 6 participants in a group)

  6. DevelopementCenterexpectedresult • Clearunderstandingbyeachparticipantofexistingskillsandcompetenciesandhowtheycanbeusedformoresuccessfulsalesin PCS project • Undestandingofwhatskillsandcompetencesarelackingandshouldbedeveloped/activated • Participantswilldevelope/activateselectedskillsandcompetenciesbasedonperosnalprofilerightduringtheeventuptolevelofconciouscompetence

  7. Costestimate Training programs following DC will have a modular structure, 1-2 days for a module. 1 training day cost – 80.000 RUR

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