Press Releases

Al Hassan Group conducts Advanced Selling Skills Program - Partnership Selling (12 March 2011)

In order to enhance professional competencies of the front line sales people and to build their leadership capabilities to compete in the demanding market, a program was conducted by Al Hassan Group for its entire Oman based Trading Strategic Business Unit (SBU) comprising Al Hassan Electricals Co. LLC and Hi-Tech Services and Supplies LLC.

The top management of Al Hassan is desirous of taking the Trading SBU to the next level of efficiency and effectiveness. Efficiency and effectiveness can only come by having a deeper understanding of the customer, market and internal capabilities. The programme was designed so as to emphasise upon participants that Selling is a science, Philosophy and a Management System that needs to be learned.

Mr. Abbas Jamal, GM-Trading (Oman) ensured that this program will add real value to the entire sales team by being personally present. The program took place in two batches– first batch on 12-13 March and second batch on 14-15 March. The program was inaugurated by Eng. Talal Al Assaad, CEO-Manufacturing & Trading, Al Hassan Group. Eng. Talal in his inaugural address spelt out clearly the expectations from the sales team and Group’s desire to help the sales people in making them proficient. The second batch started with Mr. Shahzad Sadan, GM-Organisational Development, setting the context.

The trainer, Mr Marwan Koraytem, a Sales Expert and GM of Consulting firm Power Visions is a well accomplished and experienced sales person. He made the programme quite lively, interactive and practical.

The programme is based on the principle of understanding the pain of the customer and the duty of the sales officer is to create vision of the sales in the minds of the customer. He also explained the formula of success of selling which is the product of Pain, Power, Vision, Value and Control. The entire programme was focused on creating value from prospecting to deliver. In order to prepare the organization to deliver value, the concept of mapping the pain chain was explained to trace the flow of the customers’ pain across the organization. Teams were made to map the entire process and seek solutions to improve the organization for evaluating pain of the customer. The programme highlighted the concept of value proposition for the customers.

Many tools, techniques and models were given to the participants to diagnose and solve problems of the customers. At the end of the programme, Mr Abbas Jamal along with his Managers have developed an action plan in order to implement the concept for the improvement of the individuals and for the growth of the Trading SBU.

Post workshop, the sales people will be assessed by psychometric selling skill tools to assess the level of competencies and to find the gap. Certain developmental programmes will be conducted in order to bridge the gap and to make the sales people more competent. Excellent feedback was received from the participants and almost all the participants have developed an action plan to implement the knowledge gained from this workshop. In the end, Mr. Jamal set the context for implementing the learnings in the entire Trading SBU.

The program was planned by the Organisational Development Team at Al Hassan through its Management Development Center led by Mr. Sanjay Khandagle, Head-Talent Management and facilitated by National Training Institute, Oman.

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