SCHOOL OF MANAGEMENT STUDIES

JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY

HYDERABAD
KUKATPALLY, HYDERABAD 500085.
MD DIkLC1Ck
Dr. A.k.Aryasr|
D|rector, M, IN1Un.


MANAGEMENT DEVELOPMENT PROGRAM
Developing Skills for
COMMERCIAL MANAGERS
June 5 & 6, 2014
Organized by
SCHOOL OF MANAGEMENT STUDIES
JNTUH, Hyderabad


ur. A.8.Aryasrl has Lhree decades of experl-
ence ln Leachlng, Lralnlng, research and consulung. Pe has pub-
llshed 12 LexL books publlshed by McCraw-Plll for 8.1ech ro-
grammes of !n1u and Anna unlverslLy, 1amllnadu. Pe has gulded
10 hus. Pe has 60 research papers publlshed ln nauonal and
lnLernauonal [ournals/conferences. Pe has recelved besL Leacher
award from governmenL of Andhra radesh ln Lhe year 2008.





What are Commerc|a| k|||s?
Commerclal skllls deLermlne Lhe success of an organlza-
uon lrrespecuve lLs naLure and slze. Commerclal skllls
are essenual Lo handle dlerenL funcuons such as pro-
curemenL, conLracL managemenL, order execuuon and
cusLomer servlce. 1hese cover muluple dlsclpllnes ln-
volvlng negouauons skllls, knowledge of commerclal
Lerms and documenLauon, legal and regulaLory provl-
slons Lo be complled wlLh. lL also covers Lhe lssues re-
laung Lo Laxes and process for avalllng lncenuves and
beneLs oered by Lhe governmenL.

Need for th|s rogram
Lvery professlonal worklng ln commerclal / buslness
organlzauons, wheLher large or small requlres commer-
clal orlenLauon. 8uL Lhls ls rarely LreaLed as speclallzed
dlsclpllne. 1ralnlng ln Lhls areas are covered ln dlerenL
programs. 1o cover Lhls gap, School of ManagemenL
SLudles !n1u Pyderabad has deslgned a comprehenslve
program placlng Lhese skllls ln one package.

rogram Cb[ecnves
Cood commerclal performance ls essenual ln umes of
sLrlngenL compeuuon, nanclal consLralnLs and lncreas-
lng demand for cusLomlzauon coupled wlLh cosL reduc-
uon. 1hls needs lnnovauveness, deeper knowledge and
hlgh order skllls aL every sLep.

1he program alms Lo
provlde a deeper undersLandlng of Lhe commerclal
funcuons ln an organlzauon and Lhe drlvers of proL for
achlevlng commerclal success.
equlp Lhe paruclpanLs wlLh negouauon sklll for
arrlvlng aL wln-wln slLuauon.
develop greaLer undersLandlng of commerclal
Lerms, appllcable Laxes, relaLed documenLs and Lhelr
lmpacL on buslness operauons.
Cers knowledge of essenual legal and regulaLory com-
pllances needed ln successful runnlng of buslness.
Who w||| be benehted by th|s program?
Managers and execuuves, responslble for commerclal
funcuons ln Lhe areas of procuremenL, sLores, operauons,
sales, accounLs, branch admlnlsLrauons and Loglsucs
worklng aL facLorles, corporaLe omces or reLall ouLleLs. lL
wlll be a good developmenL program for Lhe enLry level
people and [unlor execuuves.
Venue: choo| of Management tud|es , IN1Un ,
kukatpa||y, nyderabad

keg|stranon Iee: 8s 3,000 per person. CuesL house ac-
commodauon , lf requlred can be arranged on requesL,
and Lhe same shall be pald by Lhe paruclpanL. 1he fee
covers 1ea/Coee and blsculLs durlng breaks , worklng
lunch durlng lunch break and course maLerlal.
Last Date for reg|stranon: 31 May 2014
Mode of ayment : aymenL should be made by Cheque/
uemand ura ln favor of "em|nar Coord|nator, M,
IN1Un", payab|e at nyderabad.
Cernhcate of arnc|panon: aruclpanLs wlll be glven cer-
ucaLe of paruclpauon aL Lhe end of Lhe program
Iacu|ty: Well experlenced faculLy wlll be drawn from lead-
lng commerclal organlzauons ln lndusLry, ln addluon Lo
experL academlclans
edagogy: Class room dlscusslons backed by exerclses
and case sLudles wlll provlde a slmulauve learnlng experl-
ence

Ior further deta||s contact, MD D|rector :
ur. A 8 Aryasrl, ulrecLor, SMS, h.: 8008103810
Lmall lu: smsdlr[[nLuh.ac.ln
Program Schedule:

Day Session Topic







Day I
Registration and inauguration

1 Understanding commercial functions
End to end commercial processes
Management of material and manufacturing resources
Identifying and arresting wastages
Nurturing commercial relationships

Tea/ Coffee Break
2 Developing Negotiation Skills:
Defining goals of negotiation
Identifying areas of common interest and expanding them
Empathizing to identify real issues and finding solution
Standing the ground and closing the issue

Lunch Break
3 Understanding Commercial Terms and their implications
Salient Commercial terms
Documents related to billing, dispatch, payment realization,
export benefits and risk management

Tea/ Coffee Break
4 Understanding drivers of Profit, Measuring and Managing Com-
mercial Performance
Factors affecting revenue and costs
Metrics for commercial performance






Day II










5 Understanding Taxes and Levies:
Taxes and levies to be handled by commercial
manager
Concepts of GST
Compliance with tax regulations

Tea/ Coffee Break
6 Legal and Regulatory Compliance
Factories Act
Workmans compensation and payment of wages.
ESI. PF. Contract labor
Right to information Act
Consumer Protection Act

Lunch
7 Understanding and Mitigating the Risk.
Identifying, analyzing, evaluating and communicating
the risk
Risk Mitigation

Tea/ Coffee Break
8 Case study and discussion
Wrap up: Putting all things together

Concluding
session
Valedictory
Feedback and suggestions for improvements
(to the participants and from the participants.)
Distribution of Certificates to participants