Themes of trainings of the company "Business. Marketing. Technologies"

1. Effective management of the organization in a series of the trainings, which is aimed at forming of system conception of the organizational development and strategy of successful development of the organization. The theme supposes the following trainings:

· Effective strategy of the Company:

 The key effect of training is forming of the general picture of a present condition of the organization and modelling of joint vision of prospects of successful development of the organization. On the training the conditions functioning of organizational system at a stage of changes are formed, and also the general positive spirit in realization the developed strategy in exact actions is created. Resultant documents of training are strategy and philosophy of the Company.

· Teambuilding training:

The key effect of training is creation of new quality of relations in a team of the top-managers.
The following command of changes is discussed and formed:
- dynamics of development and a set of key roles during changes;
- productive and negative roles during changes; 
- signs of successful command interaction and overcoming of effect "loneliness of the leader";
- stages of development a group as a team;
- group roles of management team representatives;
- team relations and overcoming “demonic zones of irresponsibility" in the organization;
- forming of a joint complete picture of development of the organization in a command of managers.

· Effective management of the organization (for top-managers):

On training is discussed question: how to realize leadership at different stages of development of the organization; styles of successful innovators leadership; base principles of business-organization management, functions of management in the organization; 8 roles of managers in the organization; styles of leadership in management of the organization; emotional management.

· Effective management (for heads of an average part):

Basic purpose of the training is studding of the line directors management skills, comprehension and perfection own style of management.
Among aims of training: to work over on experience of the training participants the most important management skills: exact goal-setting; delegation of authority and distribution of duties; control of execution; effective communications and motivation of subordinates; conflicts resolving; providing with coordination of team-work. Training also should help to understand to participants their strong and weaknesses as managers and to plan ways of correction.

· Effective management: Eastern and the Western strategy and the system approach

1. Purpose of training is enriching a set of management tools and methods, their ordering and development of optimal individual style of management.

On training management approaches of the most progressive Japanese firms and the newest western management technologies are analysed, and also opportunities of their using in conditions of the company, which is working in the Ukrainian market.
As a result of training participants will analyse, systematize and enrich own style of management with new, interesting and effective methods, develop the formula of management, which is the most suitable for conditions of firm and the person of the manager.

2. Skill of selling is a series of the trainings, which is developed for perfection of personal performance in different situations and at different stages of sale.

· Secrets of successful sales.
Training meant for both beginners at sales, and experienced sellers, who want to improve the skills.

In the basis of the training course is put the system approach and the concept of sales levels, which were developed by the company "Business. Marketing. Technologies". Briefly about it you can read in a business weekly journal "Contracts"/ "Галицькі контракти" № 48 from November, 29th, 2004.

Moreover we use classical technologies of sale, without which competent work of the seller and a viewed the concept of the system approach are impossible.
Also we use methods and technologies from an English technique "What if? “, which is unique combination psychological and management approaches.

· Effective sales:

Training is aimed at study of the basic stages of the goods or services sale process, features of seller behaviour on each stage of sales. The analysis strong and weaknesses of work with clients at various stages of sales will be carried out; the methods and techniques of work with the customers will be worked through.
Depending on who is the consumer of sold service or the goods in training, it will be brought to a focus either to work with the industrial customers, or to interact with the end consumer; either on features of work of the sales manager, or on specificity of retails.

· Training of sales for sellers of trading shows:
Training is aimed at increasing of efficiency of interaction the seller/customer and at development the new constructive selling models, which are the most suitable for each participant of training.

Among the objects of training:

• comprehension own selling experience;
• learning of high technologies in business of sales;
• formation of viewing mechanisms of sales process management;
• increasing of professional competence in sphere of sales;
• revealing own resources and development of professional range in sales sphere. 

3. Self-management of the expert in a series of trainings, which is directed to the  perfection of self-control and more well-balanced organization of the inward life vital world.

· "Time, personal and corporate resource management":

Purpose of training is raising personal efficiency due to conscientious and system using of time, personal energy and corporate resource.
There are synthesized the newest concept of "coordinates of the person vital world", German and American strategy of efficient work time management and approach of work with time and vital energy of Japan and China highly organized structures in training.

· Time management:

Training is aimed at viewing and reorganization of own time space.

During the training it is supposed:

• acquaintance of participants with a set of the psychological techniques, which allows in the most effective way use own time and energy,
• learning by participants new techniques and strategy of an effective using of time,
• correcting by participants own time budget, that will facilitate significant decrease in time drain,
• comprehension and analysis of time fields of own life and personal history, work with habits,
• developing of skills of the organization of personal and command working space with the maximum efficiency and the minimal drain of time.

· Professional exhaustions: conscious purposes achievement and stress management:

Purpose of training is teaching the participants to manage stress and to control the factors, which facilitate and generate it.
Despite "limitation" a theme the stress-management opens a very important subject of a professional life:

· Problem of personal and professional motivation;
· Problem of the conflict of values;
· Conscious and competent purposes achievement;
· Skill of planning personal time and power resources;
· Knowledge of own verges and management of own opportunities;
· Unconscious directives, which stimulate behavioural patterns;
· Disproportionate reactions, habits and chronic conditions;
· Psychosomatics;
· And, at last, antistress techniques.
Results of the training are not in single relieving the stress, but understanding participants the nature of own, "unique" stress stimulus and ways of their decreasing.

4. Trainings of creativeness as the trainings, which use different approaches, methods, techniques to create the space of facilitating disclosing people and teams creativeness.

· Using of personal and group creative potential in business

In a basis of the training is methodology the English company "What if?", which has worked with various corporations of the Western Europe and America during last ten years. Having studied problems and experience of the clients (among which are such companies as Microsoft, BBC, Coca Cola, Johnson & Johnson, Nestle and others) psychologists "What if?" have created a unique technique of creative development of business structure. It is a technique, which has grown not from the theory of psychology, but from daily business practice.

The technique is completely adapted and tested in conditions of the Ukrainian market, added by new techniques and tools of creative development in the program "BIP".

· Training of emotional leadership of Leonid Bogdanov.

Great part of tine in training is devoted to work with emotional intelligence of participants, to comprehension of "intellectual models" and "maps of consciousness", which facilitate and prevent the creative process, styles of leadership, charisma.

5. Communicative and conflict trainings as the trainings, which study different aspects of the business communications, accentuate anyone basic element of the successful communications. Each of trainings mentions basic personal bases of people interaction.

· Contact as a basis of interaction:

Success of any sphere of a person life is based, first of all, on skill of interact with another person.

On training in details the capability of participants in entering and keeping in touch are analysed, correction of inefficient psychological patterns of dialogue is carried out; the skills are developed, which allow being in productive relations with clients, co-workers, partners.

The special attention is given to ways of natural keeping of relations with people, to tools of resistance to manipulator techniques in communication and psychotechnologies of pressure. Participants get acquainted with psychological mechanisms of the trust, which strengthen long-term relations of partnership and cooperation in the different spheres of a life.

These are studied the phenomenon of contact with the customer during selling, with the client in long cooperation, with an audience during presentation and in the other major business situations.

· Constructive conflicts resolving:

Aims, which are resolved on the training: acquaintance of participants with the basic psychological aspects of the conflict; development of skills to analyze conflict situations; development of principles of conflict situations resolving; improvement of skills to constructive behaviour in a conflict situation and its resolving.

Skill to not allow, control and cope with conflicts frequently becomes the major factor in achievement stability of firm or department and its financial success. On training following themes are studding and working out:
· Introduction: information about conflicts and psychology of the person in conflicts.
· Heart of the conflict.
· Kinds of conflicts.
· Dynamics of conflicts.
· Styles of behaviour in conflicts.
· Typology of the personality and resolving of conflicts.
· Game modelling of conflict situations and their reflection.
· Technique of the conflicts analysis.
· Principles of resolving of conflicts.
· Systematization of effective ways resolving of conflicts.
· Working over of models of negotiations in role games.
· Working over of separate skills of constructive behaviour in conflicts: listening, expression of own interests, confrontations, alternatives development.

· Effective negotiations

On training it is studding the principles of the company in relation to the client. Corporate ideology. And also rules of interaction at negotiations.

Telephone negotiations. Typical mistakes. Problems and ways of their overcoming. A role of intonation in the communication. The business offer and presentation. Techniques of attention attraction, techniques of attention sustaining. Process of the communications. Troubles in the process of the communications (loss and distortion of the information on an example of the speech communication).
Typology of clients (psychological types, character, style of decision-making). Objections and techniques of work with the client objections.
Negotiations about the price. Argumentation. Persuasion.
Stimulation of the client on decision-making as the end of the deal.
The conflict. Troubles of contact. Actions in a conflict situation.
Introspection, self-understanding, self-control.
Support of the client. Establishment and keeping of long-term relations with the client.

7) Trainings of staff development

A series of the trainings, which is aimed at strengthening of personal and professional potential of the staff of the organization, strengthening of the active, included and responsible position of employees, increasing of comprehension and internal motivation.

As a result of such comprehension and mature position, interest to a life and own activity are strengthened, the belief in own ability to positive authority and being the subject of own and organizational activity are stimulated.

Comprehension of own and acquaintance to new vital scenario change of the attitude for a life on a workplace do staying in the organization more comfortable, it is raised loyalty of the organization, adherence to corporate values and the purposes.