Technology Awareness Programme for Management

Trainees (Sales & Marketing)

Duration 3 weeks

Programme Objective

• To give orientation about coal marketing in the monopoly, monospony and oligopoly market.
• To spread awareness of different product portfolio of coal, value addition to different coals,
  different logistics and internet based platform.

Programme profile

• Product: introduction to coal its different nature and traits / coal portfolio.
• Coal Market (global and domestic) dynamics and its segmentation.
• Positioning of different products and their different usp. Metamorphosis of coal from common
  fuel to the provider.
• Coal pricing mechanism : the past, present and future. Scope of relationship pricing.
  Effect of e-auction process,internet bidding on coal price, internet bidding on coal price.
• Promotional and advertising scope of different coal. Understanding ROMI
  (return on marketing investment).
• Different logistics in coal. Past experiences, current trend and future planning.
  E-marketing and its mechanism. Siding and its maintenance. Rail-road interface
  with coal transport.
• People factor in coal sales. Team building with technical inspectors, siding supervisors.
  Relationship management with clients. Key accounts management.
  Complain attending management.
• MIS in marketing management. CRM, database marketing, dialogue marketing.
• Fuel supply agreement (FSA)

Quality Control

• Quality of coal, grade declaration, UHV & GCV.
• Quality management, customer satisfaction.
• Coal sale billing, realization and reconciliation.
• Dispute settlement, customer complain dealing.

Who may attend

Entry level executives:
Management Trainees (S&M)