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Art of Sales – How to Persuade Clients العنوان باللغة اإلنجليزية العميل إقناع وكيفية البيع فن العنوان باللغة العربية

( ساعت تدريبيت 21مدة البرنامج : )

27/2/1028-25االربعاء ، - االثنين

ظهراً 02:00صباحأً الى 09:00أوقاث البرنامج : من

األهدافالبيعية و بما يساهم في تشكيل خلفية علمية جيدة يمكن إكساب المشاركين المعرفة العلمية بفنيات التفاوض في العملية

.المؤسسة بصورة علمية مدروسة االعتماد عليها في تحقيق أهداف

المحتويات

التعريف بمقومات البائع الناجح.

البيع التعريف باألسس المستخدمة للشروع في عملية.

التعريف بتقنيات التفاوض .

كيفية معالجة االعتراضات .

كيفية إقفال العملية البيعية.

.عاتمختلف القطا يوالمؤسسات فوموظفي أقسام التسويق في كافة الشركات جميع مدراء البيع و التسويق المشاركون

انجليزي.-عربي لغة التدريب

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Mohammed S. Al Kayyali

Present Position

Manager Director – MK Group

MK Academy MK Consulting MK Housekeeping

Key Qualifications

He is the Managing Director of MK MK Group (Project Management, Financial consultant &

Master Trainer), certified ILM Trainer and Senior Consultant with an extensive experience in the

fields of Project Management, Budgeting, Project Financing and Strategic Planning, in addition

to employee’s capacity building, adult training and coaching.

Mr. Mohammad Kayyali has conducted more than 500 training sessions in the past 14 years,

working with more than 3,000 employees. His clients include many esteemed corporations and

individuals both in Jordan and abroad.

Played significant roles in most of the major syndicated and project financed mega project in

Jordan, in addition to the international banking experiences in UAE, USA, and Jordan.

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Education

Degrees:

INSTITUTIONS: Master of Finance B.Sc. Finance & Banking

Nova Southeastern University. Miami, USA Amman University. Amman, Jordan

Certified AML Association of Certified Anti-Money Laundering Specialists

ILM Certified Trainer Certified PMP

ILM (Institute of Leadership and Management) PMI (Project Management Institute)

LANGUAGES

Arabic : Mother Tongue

English: Excellent

Experience

June, 2013 up to March, 2014 Amesbury Academy

Regional Manager.

Managing and developing the training function in the region, whilst supporting the development of associated training company. As well as supporting the development of the social enterprise. Responsibilities for overseeing current and prospective training calendars and programs and identify sales leads, pitch programs or services to new and existing clients and maintain a good working relationship with new contacts.

Functions:

Research -Investigating the market for training courses and other related activities.

Developing resources - Building a portfolio of digital and actual resources, skilled facilitators

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and freelance personnel to deliver activities

Creativity - Developing innovative training and service opportunities for a broad range of clients

Sales- Following up new business opportunities and setting up meetings

Communicating - Planning and preparing presentations and pitching new developments/opportunities to prospective clients

Monitoring - the development of the training activities in the market.

Customer Care - Providing clients and beneficiaries with great customer care.

TOT – Training existing and new trainers up to the standards.

Sep, 2011 up to June, 2013 Master Trainer and financial and banking consultant

Independent

Jordan Capacity Building Amman - Jordan, On a short term Contract

basis, providing financial and banking consultancies for the purpose of

restructuring Sudan Central Bank.

Intensity 180 Amman -

Jordan, Short term contract

for the purpose of

restructuring current

banking facilities and

modifying the on hand

financial policy

Jordan Capacity Building Amman - Jordan, On a short term Contract basis, providing financial

and banking consultancies for the purpose of restructuring Sudan Central Bank.

Intensity 180 Amman - Jordan, Short term contract for the purpose of restructuring current

banking facilities and modifying the on hand financial policy

United Nation Development Program, Amman – Jordan, Medium Term contract to train and

couch soft skills to fresh graduated.

Dajani Consultant, Amman – Jordan, Short Term contract, Training and couching.

Mac Incorporation, Miami – Florida, Short Term contract, financial policy and restructuring

banking facilities.

Philadelphia Consulting, Amman Jordan. Short term contract, providing training, consulting and coaching in the region. Jordan Capacity Building Amman - Jordan, On a short term

Contract basis, providing financial and banking consultancies for the purpose of restructuring Sudan Central Bank.

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May, 2010. up to Sep, 2011 Mid Global Investment Group Amman, JO

Chief Financial Officer.

Provides leadership in the development for the continuous evaluation of short and long-term strategic financial objectives.

Ensure credibility of Finance group by providing timely and accurate analysis of budgets, financial trends and forecasts.

Direct and oversee all aspects of the Finance & Accounting functions of the organization.

Evaluates and advises on the impact of long range planning, introduction of new programs/ strategies and regulatory action.

Establish and maintain strong relationships with senior executives so as to identify their needs and seek full range of business solutions.

Provide executive management with advice on the financial implications of business activities.

Manage processes for financial forecasting, budgets and consolidation and reporting to the Company

Sep, 1002 up to May 2010 Jordan Kuwait Bank Amman, Jordan

Head of Project Finance & Syndications.

Reporting To DGM

Managing a department of 5 employees.

Managing a portfolio of JD. 535 million (Direct Facilities) of high net worth clients (VIP).

Member of JKB Credit Rating Committee.

1002– Sep, 1002 Housing Bank Amman, Jordan

Governmental & Syndication Loan Manager

Managing a portfolio of JD. 255 million (Direct Facilities) of high net worth clients.

Managing a Department of 2 Employees.

Preparing the Corporate Department annual budget.

Member of the Budgeting Committee.

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2001–2004 Dollar Connection, Inc. Miami, Fl. USA

Financial Manager

Managing a portfolio of USD. 135 million (Direct Facilities) of high net worth clients.

Managing a Department of 2 Employees.

Member of Training Committee.

1997–2001 First Gulf Bank Al Ain, UAE

Deputy Branch Manager (Credit Manager)

Reporting to Branch Manager directly.

Holding B Signature.

Attract business and market bank's products.

Authorized to approve credit facilities within the branch's limit.

Prepare new accounts credit proposals for amounts exceeding the branch limit for Head Office approval.

Maintaining and following up on current and new accounts.

Follow up daily branch operations before reporting to Branch Manager.

Significantly assisting in preparing the branch annual budget.

1994–1997 United Arab Bank Dubai , UAE

Senior Credit Officer (Corporate)

Attract business and market bank's products.

Prepare and recommends new accounts credit proposals.

Maintaining and following up on current and new accounts

Specific Experience

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NATIONAL COMMERCIAL BANK

Senior Consultant

A comprehensive restructuring project including:

Human Resources Management Systems.

Model branch design

Leadership Training courses to selected employees

Composing Finance Policies and Procedures manual.

NASSIM DADA AND PARTNERS CO.

Senior Consultant

Composing Finance Policies and Procedures manual.

Job Description Cards

WAHDA BANK- LIBYA

Senior Consultant

Branches Restructuring Project. The main deliverables of the project were:

Restructuring of branches (9 branches as a pilot phase)

Evaluation and assessment of the current situation in terms of:

Organizational structure

Operations

Policies and Procedures manuals

Analysis of work flow

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Training Experience

Training Conducted in the following main areas

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Coaching

Recruiting & Appraisal Skills

Managerial and Supervisory Skills

Problem solving and decision making

Change Management andAdvance Change Management

Communication skills, Negotiation skills, Team building, Delegation, Time management , and conflict management

Effective Leadership Skills

Business etiquette

Anti-Money Laundering (AML) & (FATCA)

Project Management Professional (PMP)

TOT as per the ILM (Institute of Leadership and Management - UK)

Project Financing

Syndication loans

Advance Credit

Corporate Governance

Credit for Small and Medium Enterprises (SME’s)

Financial for non-Financials

Strategic planning

Some of my training clients

USAID – Jordan Amman

Oman Arab Bank

Jordan Kuwait Bank

Arab Banking Corporation (ABC)

Audi Bank

Cairo Amman Bank

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Capital Bank

Social Security Jordan

Chain Trading Company

Orange

UNDP, Amman Jordan

Kempinski Hotel, Amman Jordan

Almarai, KSA

Olayan Group, KSA

AlJazira Bank, KSA

Specialized Medical Center Hospital, KSA

Saline Water Conversion Corporation, KSA

Nadec, KSA

National Commercial Bank, Libya

Foreign Libyan Bank, Libya

Gumhouria Bank, Libya

Faisal Islamic Bank, Sudan

Central Bank of Sudan, Sudan

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MOHAMMED S. AL KAYYALI

PRESENT POSITION

Manager Director – MK Group

MK Academy MK Consulting MK Housekeeping

KEY QUALIFICATIONS

He is the Managing Director of MK MK Group (Project Management, Financial consultant &

Master Trainer), certified ILM Trainer and Senior Consultant with an extensive experience in the

fields of Project Management, Budgeting, Project Financing and Strategic Planning, in addition to

employee’s capacity building, adult training and coaching.

Mr. Mohammad Kayyali has conducted more than 500 training sessions in the past 14 years,

working with more than 3,000 employees. His clients include many esteemed corporations and

individuals both in Jordan and abroad.

Played significant roles in most of the major syndicated and project financed mega project in

Jordan, in addition to the international banking experiences in UAE, USA, and Jordan.

EDUCATION

Degrees:

INSTITUTIONS:

Master of Finance

B.Sc. Finance & Banking

Nova Southeastern University. Miami, USA

Amman University. Amman, Jordan

Certified AML Association of Certified Anti-Money

Laundering Specialists

ILM Certified Trainer

Certified PMP

ILM (Institute of Leadership and Management)

PMI (Project Management Institute)

LANGUAGES

Arabic : Mother Tongue

English: Excellent

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EXPERIENCE

June, 2013 up to March, 2014 Amesbury Academy

Regional Manager.

Managing and developing the training function in the region, whilst supporting the development of associated training company. As well as supporting the development of the social enterprise. Responsibilities for overseeing current and prospective training calendars and programs and identify sales leads, pitch programs or services to new and existing clients and maintain a good working relationship with new contacts.

Functions:

Research -Investigating the market for training courses and other related activities.

Developing resources - Building a portfolio of digital and actual resources, skilled facilitators and freelance personnel to deliver activities

Creativity - Developing innovative training and service opportunities for a broad range of clients

Sales- Following up new business opportunities and setting up meetings

Communicating - Planning and preparing presentations and pitching new developments/opportunities to prospective clients

Monitoring - the development of the training activities in the market.

Customer Care - Providing clients and beneficiaries with great customer care.

TOT – Training existing and new trainers up to the standards.

Sep, 2011 up to June, 2013 Master Trainer and financial and banking consultant

Independent

Jordan Capacity Building Amman - Jordan, On a short term Contract

basis, providing financial and banking consultancies for the purpose of restructuring Sudan Central Bank.

Intensity 180 Amman -

Jordan, Short term contract

for the purpose of

restructuring current

banking facilities and modifying the on hand

financial policy

Jordan Capacity Building Amman - Jordan, On a short term Contract basis, providing financial

and banking consultancies for the purpose of restructuring Sudan Central Bank.

Intensity 180 Amman - Jordan, Short term contract for the purpose of restructuring current

banking facilities and modifying the on hand financial policy

13

United Nation Development Program, Amman – Jordan, Medium Term contract to train and

couch soft skills to fresh graduated.

Dajani Consultant, Amman – Jordan, Short Term contract, Training and couching.

Mac Incorporation, Miami – Florida, Short Term contract, financial policy and restructuring

banking facilities.

Philadelphia Consulting, Amman Jordan. Short term contract, providing training, consulting and coaching in the region. Jordan Capacity Building Amman - Jordan, On a short term

Contract basis, providing financial and banking consultancies for the purpose of restructuring

Sudan Central Bank.

May, 2010. up to Sep, 2011 Mid Global Investment Group Amman, JO

Chief Financial Officer.

Provides leadership in the development for the continuous evaluation of short and long-term strategic financial objectives.

Ensure credibility of Finance group by providing timely and accurate analysis of budgets, financial trends and forecasts.

Direct and oversee all aspects of the Finance & Accounting functions of the organization.

Evaluates and advises on the impact of long range planning, introduction of new programs/ strategies and regulatory action.

Establish and maintain strong relationships with senior executives so as to identify their needs and seek full range of business solutions.

Provide executive management with advice on the financial implications of business activities.

Manage processes for financial forecasting, budgets and consolidation and reporting to the Company

Sep, 1002 up to May 2010 Jordan Kuwait Bank Amman, Jordan

Head of Project Finance & Syndications.

Reporting To DGM

14

Managing a department of 5 employees.

Managing a portfolio of JD. 535 million (Direct Facilities) of high net worth clients (VIP).

Member of JKB Credit Rating Committee.

1002– Sep, 1002 Housing Bank Amman, Jordan

Governmental & Syndication Loan Manager

Managing a portfolio of JD. 255 million (Direct Facilities) of high net worth clients.

Managing a Department of 2 Employees.

Preparing the Corporate Department annual budget.

Member of the Budgeting Committee.

2001–2004 Dollar Connection, Inc. Miami, Fl. USA

Financial Manager

Managing a portfolio of USD. 135 million (Direct Facilities) of high net worth clients.

Managing a Department of 2 Employees.

Member of Training Committee.

1997–2001 First Gulf Bank Al Ain, UAE

Deputy Branch Manager (Credit Manager)

Reporting to Branch Manager directly.

Holding B Signature.

Attract business and market bank's products.

Authorized to approve credit facilities within the branch's limit.

Prepare new accounts credit proposals for amounts exceeding the branch limit for Head Office approval.

Maintaining and following up on current and new accounts.

Follow up daily branch operations before reporting to Branch Manager.

Significantly assisting in preparing the branch annual budget.

15

1994–1997 United Arab Bank Dubai , UAE

Senior Credit Officer (Corporate)

Attract business and market bank's products.

Prepare and recommends new accounts credit proposals.

Maintaining and following up on current and new accounts

SPECIFIC EXPERIENCE

NATIONAL COMMERCIAL BANK Senior Consultant

A comprehensive restructuring project including: Human Resources Management Systems.

Model branch design

Leadership Training courses to selected employees

Composing Finance Policies and Procedures manual.

NASSIM DADA AND PARTNERS CO. Senior Consultant Composing Finance Policies and Procedures manual.

Job Description Cards

WAHDA BANK- LIBYA Senior Consultant Branches Restructuring Project. The main deliverables of the project were: Restructuring of branches (9 branches as a pilot phase)

Evaluation and assessment of the current situation in terms of:

Organizational structure

Operations

16

Policies and Procedures manuals

Analysis of work flow

TRAINING EXPERIENCE

TRAINING CONDUCTED IN THE FOLLOWING MAIN AREAS

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Coaching

Recruiting & Appraisal Skills

Managerial and Supervisory Skills Problem solving and decision making

Change Management andAdvance Change Management

Communication skills, Negotiation skills, Team building, Delegation, Time management

, and conflict management

Effective Leadership Skills

Business etiquette

Anti-Money Laundering (AML) & (FATCA)

Project Management Professional (PMP)

TOT as per the ILM (Institute of Leadership and Management - UK)

Project Financing

Syndication loans

Advance Credit

Corporate Governance

Credit for Small and Medium Enterprises (SME’s)

Financial for non-Financials

Strategic planning

SOME OF MY TRAINING CLIENTS

USAID – Jordan Amman

Oman Arab Bank

Jordan Kuwait Bank

Arab Banking Corporation (ABC)

Audi Bank

Cairo Amman Bank

Capital Bank

18

Social Security Jordan

Chain Trading Company

Orange

UNDP, Amman Jordan

Kempinski Hotel, Amman Jordan

Almarai, KSA

Olayan Group, KSA

AlJazira Bank, KSA

Specialized Medical Center Hospital, KSA

Saline Water Conversion Corporation, KSA

Nadec, KSA

National Commercial Bank, Libya

Foreign Libyan Bank, Libya

Gumhouria Bank, Libya

Faisal Islamic Bank, Sudan

Central Bank of Sudan, Sudan

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