NYIM Program Catalog

Online
Executive Education
Certificate and Course Portfolio

CUSTOMIZED CORPORATE EDUCATION

OPEN ENROLLMENT COURSES

CERTIFICATE PROGRAMS

Table of Contents

Why NYIM Corporate Education? 3

Open Enrollment Programs 5

Accounting Courses 6

Finance Courses 9

Management Courses 13

Marketing Courses 18

Sales Courses 23

Certificate Programs 26

Finance for Non Financial Managers 27

Emerging Leaders Development Program 28

Sales Management & Leadership 29

Mini MBA 30

Marketing Management 31

Strategic Customer Management 32

Retail Grocery Management 33

NYIM Approach 34

2

WHY
NYIM
Executive
Education ?

3
3

Dedicated and Authoritative Faculty
All our programs are designed and developed by thought-leading faculty and
industry experts. All our senior faculty are teaching at Leading Business Schools
with a minimum of over ten years of university and corporate education
experience.

Quality Education
We develop our programs with a focus on the fusion of theory and
practice. Practitioners learn more than just concepts; they learn how to apply
those concepts to real-world work situations. The NYIM curriculum is designed
around industry standards and expectations for professionals in each field.

Flexible and Accessible
Studying with NYIM puts you in control. We provide access to robust online
executive education programs that enable flexible scheduling and logistics to
meet the needs of our students. All our courses are self-paced but instructor
facilitated and you can study whenever and wherever you like without
compromising on quality.

Practical and Relevant
Theoretical knowledge is essential, but there’s also no substitute for applied
skills. We draw upon the experience of thought-leading faculty and use
real-life case studies, providing you with practical skills that you can employ in
the workplace.

4

Open
Enrollment
Programs

5
5

ACC 515:
Accounting Understanding Financial Statements
Benefits
By the end of this course, participants will be able to:
 Read, analyze and interpret financial statements
of organizations.
 Apply different tools and techniques for
assessing a company's performance, such as
financial ratios, cash flow analysis and
The accounting discipline has undergone mas- forecasting techniques.
sive changes in the last few years, becoming  Understand the process that generates
both broader and more complex. Today, accounting numbers and its implications for the
quality of those numbers for decision purposes.
accounting is "the language of business"
because it is the vehicle for reporting accurate  Understand the business environment a company
operates in and the financing, investing and
financial information and the most operating strategies of a company.
fundamental organizational tool for business
planning and control.
Program Outline
NYIM accounting programs provide
Intro to Financial Statement Analysis
practitioners with a thorough understanding of
 Framework of financial statements
the latest accounting principles and reporting
 Accounting equation
practices, as well as expertise in financial
 Accounting principles
planning, data analysis and interpretation.
Income statement
 Revenue recognition principles
 Predicting future profitability.
 Reporting deferred and accrued income
 Revenue versus cash flow
Balance Sheet
 Analyze the main components of a balance sheet.
 Receivables, expenses, inventory and investments
Valuing assets
 Predicting financial distress.
Cash Flow Statement
 Elements of cash flow statements
 Cash flow versus profit
 Uses of cash flow in financial analysis
 Accruals, cash flows and earnings quality
Performance Measurement
 Key profitability measures
 Forecasting future earnings & cash flows
 Recognize warning signals early on

Tuition
Program Cost: $925
Duration: 5 weeks / 20 hours

6

ACC 525: ACC 535:
Managerial Accounting Advanced Financial Accounting
Benefits Benefits
By the end of this course, participants will be able to: By the end of this course, participants will be able to:
 Demonstrate how the accounting system records  Understand the accounting based valuation
and reports the flow of costs in organizations. model and be able to compare it to dividend
 Apply activity-based costing and management discount and cash flow valuation models
(ABCM) to eliminate non-value added costs.  Analyze the financial statements for valuation
 Distinguish between variable costs and fixed purposes and reformat them to input into an
costs, between short run and long run, and accounting valuation model.
define the relevant range.  Perform a full-information financial statement
 Identify the characteristics and behavior of dif- forecasting, valuation and business strategy
ferent types of costs and analyze decisions that analysis
influence these costs.  Analyze equity risk and return using financial
 Recognize the importance of management statements.
accounting in an organization and how it can be  Prepare an equity research report on, say, two
used within the context of the other functions of companies within an industry, supported by the
the company. creation of a spreadsheet valuation model.
 Perform sensitivity analysis on valuation product.

Program Outline Program Outline
Introduction to Managerial Accounting Accrual Accounting and Valuation: Pricing Earnings
 Distinguish between financial & managerial  The concept behind the price-earnings ratio
accounting  A model for anchoring value on earnings
 Conceptual framework of management accounting  Income Statement, Balance Sheet and Cash Flow
 Understand cost classification in relation to time, Analysis
volume, cost, inventory valuation. Statement of Shareholders’ Equity
Management Control and Budgeting  Reformulating the statements of owner’s equity
 Approaches to management control.  Ratio Analysis
 Interactions between different types of budgets. Profitability, Growth, and Sustainable Earnings
 The use of the budget in planning and control. Analysis
Activity Based Costing  Distinguishing Financing and operating activities
 Identify particularities of activity-based costing.  Drivers of Operating profitability
 Determine cost of activities and of cost objects.  Evaluation of different ratios
 Resources, drivers, and cost objects notions. The Value of Operations
Performance Measurement Systems  Enterprise Price-to-Book Ratios
 ROI analysis by calculating the: Payback, WACC,  Price-Earnings Ratios
IRR, ROA, NPV. Business strategy analysis
 Assess revenue and cost variances.  Full-information forecasting and valuation
 Managerial decision making.  Equity Risk, Cost of Capital and Return

Tuition Tuition
Program Cost: $925 Program Cost: $925
Duration: 5 weeks / 20 hours Duration: 5 weeks / 20 hours

7

FIN 530:
Finance Corporate Finance Principles

Benefits
 Build a basic finance foundation and develop a
better understanding of the financial environ-
ment in which firms operate
 Improve your financial vocabulary so that you
A strong command of corporate finance is vital are better able to understand and interpret fi-
to driving business profitability and nancial information.
performance. However, a sound knowledge of  Identify the drivers of profit measurement and
alternative approaches to asset valuations
analytical techniques and tools is not enough –
a capacity for critical evaluation and reflection  Evaluate how investment and financing decisions
are affecting firm's overall financial performance
is just as crucial.
 Increase your comprehension of current analyti-
cal practices and techniques.
Achieving this means separating fact from fic-
tion, knowledge from assumption and
measurement from mere estimation – skills our
finance programs will teach you. Program Outline
Introduction to Corporate Finance
 Financial statements overview
 The time value of money
Risk and return
 Attitudes and types of risk
 Measuring risk and return
 Capital asset pricing model
Capital budgeting
 Concepts and procedures of capital budgeting
 Investment criteria ( NPV, Payback and IRR)
 Operating leverage and scenario analysis
Cost of Capital
 Financial leverage
 Optimal capital structure
Financial Management
 Elements and role of financial planning
 Operating cycle and cash cycle

Tuition
Program Cost: $925

9

FIN 550: FIN 560: Mergers and
Corporate Financial Strategy Acquisitions for Executives
Benefits Benefits
 Undertake a financial analysis of an organization  Create a corporate restructuring strategy based
and interpret the results in the context of on building competitive advantage and share
lending and investing decisions. holder value.
 Assess the financial risks that organizations face,  Identify and address key variables (legal, tax,
in particular credit, interest and foreign cultures, etc.) in an acquisition analysis.
exchange risk, and be able to adopt risk-hedging
strategies.
 Understand different ways of valuing a target
and explore how different valuation implications
 Evaluate the financing choices available to affect potential deal structures.
organizations, and master how the optimal
financial structure should be determined.
 Identify various types of financing techniques
and determine the framework for successful post
 Understand how organizations measure financial deal integration.
performance internally and how their financial
performance is assessed by stakeholders in a
 Build a communication plan to support your deal.
global context.
Program Outline
Introduction to Mergers and Acquisitions
 M&A process and key terms
Program Outline  How M&As can create shareholder value
 Competitive conditions that must drive valuations
Introduction to Finance Valuation for Mergers and Acquisitions
 Goals of financial managers  Asset-based and balance-sheet approaches
 Raising capital: the process & players  Market value approaches
Valuation  Multiples, comparables and DCF models
 Valuation multiples  Establishing required rates of return
 Adjusted Present Value Financing a deal
 Weighted Average Cost of Capital  Capital structure considerations
Financing Decision  Cash, shares or exchange
 Determinants of financial structure  Mezzanine debt, high-yield bonds, and private
 Sources and costs of financing equity sources
 Financial instruments & cost of investments Due Diligence and Integration
Capital Structure  Developing a negotiating stance
 Restructuring distressed companies  Assessing buyer and seller motivations & constraints
 Bankruptcy costs and financing choice  Structuring and closing the deal
 Separation of ownership & control  First 100 days plan; ongoing implementation
Value Based Management Stakeholder Communication
 Greater shareholder value  Create a communication strategy
 Performance Metrics  Motivate staff and retain key employees
 Get buy-in from customers, suppliers and other
strategic partners

Tuition Tuition
Program Cost: $975 Program Cost: $1,075

10

FIN 580:
Corporate Financial Strategy

Benefits
 Improve ability to discriminate between sources
of change in financial performance.
 Instill an appreciation for how the market values
companies.
 Teach the connection between operations and
true financial performance.
 Present a useful tool for analyzing all
operational and financial decisions in light of
expected effect on free cash flow.

Program Outline
Enterprise Value Creation
 How the market values a company
 The value equivalents of a firm
Modern Financial Statement Analysis
 Traditional balance sheet, income statement,
and statement of cash flows analysis
 The unified cash flow statement
Operational Components of Value
 The free cash flow equation
 Creating a functional analysis of value
Analyzing Performance
 Understanding change, rate of change, and source
of change
 Using graphs to speed analysis
Hands-on Exercises
 Case study materials used throughout the lessons
 An analysis using financial statement and
operational data
Quality Education
We develop our programs with a
focus on the fusion of theory and
practice. The NYIM curriculum is
designed around industry standards
Tuition and expectations for professionals in
Program Cost: $975 each field.

11

“ It doesn't matter
where you are.
We, literally, deliver
anywhere in the world. ”
12

FIN 530:
Management Corporate Finance Principles

Benefits
 Create, identify, and evaluate new venture
opportunities.
 Interpret customer needs and quantify the value
proposition.
Stepping up to management and a successful  Gain insights into adapting their business to a
executive career takes a range of fresh skills, a changing global market.
richer understanding of business issues and  Define their function within their business and
lessons in new levels of leadership. Under improve their leadership competencies.
expert faculty direction you will explore new
business concepts and will gain the skills to
manage integrated functions, implement Program Outline
strategic plans and develop high performance The Entrepreneurial Process
teams.  Entrepreneur’s Goals, Strategies & Execution
 Think, Speak & Listen Like a Successful
You will leave ready to assume more responsi- Entrepreneur
bility in business – strategically astute and Generating Ideas & Defining the Business
aware of your decisions and their impact.  SCAMPER Method for Evaluating New Ideas
 Measure an Entrepreneur’s Ability
and Qualifications
 Identifying “Points of Pain”
Analyzing Potential Markets, Customers
and Competition
 SWOT Analyses of Market Potential
 Defining & Measuring the Target Market
Venture Strategy and Execution
 Winning Marketing Strategy
 Successful Business Model
 Organizing the Company
Bootstrapping & Financing Your Business
 Establishing Financial Feasibility
 Managing Risk & Uncertainty
 Managing the Team
Entrepreneurial Pitch
 The Entrepreneurial Salesperson
 Communicating the Opportunity
 The Art of Persuasion & Negotiation

Tuition
Program Cost: $975 Duration: 5 weeks / 20 hours
All program materials included.

13

MGT 528: Management Skills MGT 538: Sustainable Supply
for Managers Chain Management

Benefits Benefits

 Understand the principal role as a manager and  Use product design, strategic sourcing and
the basic functions of management. contracts to most efficiently match supply and
demand.
 Analyze and understand management styles for
use in day-to-day applications.  Adopt value as a guiding principle to deliver
superior managerial performance with significant
 Apply different approaches to motivation for business impact.
back on-the-job situations.
 Discover tools to align core processes resulting in
 Understand Team and other organizations the achievement of operational excellence.
designs.
 Understand frameworks to manage risks and
 Take steps to institute more durable opportunities for sustainable supply chain man-
organizational changes. agement on a global scale.
 Apply methods relating to time, quality and costs
in order to improve the efficiency of logistics
and increase the competitiveness of the supply
Program Outline chain.
The role as a manager
 Management defined Program Outline
 Functions of management & changing workplace
Introduction to Supply Chain Management
 Competencies for effective management
 Evolution and complexities
Organizing business resources
 Key issues and trends
 Organizing as a management function
Managing Inventory
 Role development in teams
 Identify performance drivers
 The role of a team leader & effective team
building
 Product life-cycle characteristics
 Manage demand uncertainty
Motivating for enhance productivity
Supply Chain Coordination and Integration
 Principal motivational theories
 Maslow’s hierarchy of needs  The bullwhip effect
 McGregor’s Theory X and Theory Y  Supply chain coordination structures and central-
ized decision making
Leading employees toward
Organizational Goals
 Structure process-event dependencies
 Innovative products & demand-driven strategies
 Differences between management and leadership
Purchasing and Sourcing
 Principle leadership concepts
 Personal actions for successful leadership  Frameworks for outsourcing
 Value creation through effective procurement
Managing organizational change
 How the change process works Contracts and networks
 The 7S model  Network planning and design
 Tying all together  Make-to-stock and make-to-order
 Inventory positioning and logistics

Tuition Tuition

14

MGT 548: Effective Business MGT 558:
Process Management Competitive Business Strategy

Benefits
By the end of this course, participants will be able to: Benefits
 Confidently plan, organize and document a By the end of this course, participants will be able to:
project by using a wide variety of tools that add  Understand basic concepts and the importance
value to the project management process. of developing a competitive strategy.
 Recognize when it is appropriate to adopt a  Apply a strategic framework to develop
‘project’ approach to managing your workload. sustainable strategies.
 Become more effective in monitoring and  Compare, contrast and assess your competitor’s
controlling the project work, change requests strategy.
and resourcing pressures by using best practice
processes and techniques.
 Understand and use selected analytical and
strategic tools.
 Identify and manage risks proactively to
minimize the impact of any deviations from the
 Develop alternative strategies and be able to
evaluate and select the best one(s).
original plan.

Program Outline
What is Project Management Program Outline
 Understanding the role of the project manager Strategy definition and formulation
 Determining a structured approach to managing  Strategy at different organizational levels
projects - the project life cycle  How the strategy of the Firm determines its level
 Understanding why projects fail of performance
Defining a Project  Barriers to strategic development and
 Setting and agreeing objectives, scope and implementation
constraints The analysis phase
 Brainstorming using mind maps  Positioning, resource, and process choices
 Defining tasks and activities  Analysis of internal factors
Planning a Project  Analysis of external factors
 Exploring tools and techniques (WBS, Gantt Charts, The creation and selection process
Network Diagrams and Critical Path Analysis)  Defining long-term objectives, strategic objectives,
 Determining the key project documentation and strategic initiatives
 Techniques to maximize limited resources  Developing your strategy
Implementing a Project  Impact of financial drivers
 Monitor, track and control activities The deployment phase
 Determine corrective actions and stay on track  Guidelines for setting metrics and targets
 Adopting root cause analysis  Developing initiatives
 Communication and status updates  The implementation plan
Closing and Reviewing a Project
 Phase out plan and activities
 Managing project transition and moving on

Tuition Tuition

15

MGT 568:
Leading & Influencing People

Benefits
 Develop your ability to flex your communication
styles, depending on your audience, and learn to
connect and build consensus.
 Work on tactics to help you build your personal
brand/currency and ability to influence others
 Identify specific challenges facing your team and
explore how these might be resolved via Flexible and Accessible
influencing for impact.
Studying with NYIM puts you in
 Learn how to practice the power and influence control. We provide access to robust
you need to get things done through others when
your responsibilities exceed your formal online executive education programs
authority. that enable flexible scheduling and
 Craft an action plan to cultivate your overall logistics to meet the needs of our
effectiveness as an influencer. students.

Program Outline
Introduction: High performing teams
 High performance culture
 Team dynamics
 Language & dynamics of winning teams
Self Knowledge
 Identify your communication style
 Assess your impact and influence skills
 Create your personal brand equity
Influence
 Examine the 7 laws of influence
 Identify high performance behaviors
 Develop and grow relationships
Leadership
 Motivation and inspiration
 Empathy and understanding
 Cultivating interpersonal fluency
Strategy
 Establish or regain credibility
 Sell your ideas and implement change
 Gain Commitment from boss and co-workers

Tuition
Program Cost: $975

16

“ Enhance your
business abilities
and fine-tune your
leadership skills. ”

17

MKT 517:
Marketing Marketing Essentials

Benefits
 Understand the role that marketing plays in the
overall business performance.
 Make informed business decisions and set your
department’s marketing agenda.
“Because the purpose of business is to create  Connect key marketing strategies with other ar-
and keep a customer, the business enterprise eas of the business.
has two -and only two - basic functions:  Create the components of a well-defined mar-
marketing and innovation. Marketing and keting strategy.
innovation produce results; all the rest are  Expand your knowledge to the latest marketing
tools and thought processes.
costs. Marketing is the distinguishing, unique
function of the business."
Peter Drucker (1909-2005) in The Practice of Program Outline
Management Introduction to marketing
 Key steps in the marketing process
In today’s competitive and ever-changing  Guiding principles for effective marketing
marketplace, understanding customers’ needs,  Impact of marketing to the organization
creating strong relationships and sustaining Competitive framework and marketing mix
value is critical to their long-term loyalty.  How the competitive framework affects market
NYIM marketing programs do just that - strategy
prepare you to get ahead of the game by  The marketing mix as part of the marketing process
developing solid knowledge and precision in Positioning & Product/Service life cycle
marketing decision making.  Strategic positioning: Options and models
 Developing a positioning strategy
 Existing and new product/service management
Price & Placement/Distribution
 Pricing forces and strategies
 Trends impacting the pricing decisions
 Value of distribution channels
 Types and structure of distribution channels
Promotion
 The purchase cycle and the promotion mix
 Elements of an effective promotion plan
Summary and Conclusions
 Setting direction
 Wrap up

Tuition
Program Cost: $925

18

MGT 527: MGT 537: Sales & Marketing
Effective Customer Management Information Management

Benefits Benefits

 Analyze and understand customer needs and  Understand the importance of a customer insight
buying behavior. -driven business strategy.

 Design, execute and evaluate customer manage-  Obtain more accurate forecasts for new products
ment-focused strategies. and gain maximum value from your market re-
search expenditures.
 Make strategic decisions based upon customer
lifetime value.  Understand when you should trust a marketing
research study and when you should be cautious.
 Learn strategies to reduce bureaucratic proc-
esses and create an adaptive culture to adopt
effective customer management processes.
Program Outline
Data Management and Sales: Context and Overview
 Selling models (B-to-B, B-to-C, Direct,
Channel-based)
Program Outline  Data/information-based approach
Customer Management within Marketing The Marketing and Sales Pipeline
 Roots of customer management in TQM  Metrics along the sales pipeline
 Direct marketing and value discipline  Lead generation: Prospect targeting & Prospect
qualification in the Sales process
 Creating customer value
Data and Information in B-to-B Selling
Customer Management Levers
 Brand and services marketing  Selling to SMB compared to Enterprise Sales
 Technology and business intelligence  Integrating and distinguishing multi-layered
selling (B-to-B-to-C) &/or Partner channels
 Marketing and business strategy  Customer data as a surrogate for “high-touch”
Customer Analytics Overview selling
 Marketing analytics and metrics Multi-Channel Selling and Data Management
 Distinguishing reporting vs analytics vs prediction Enablers
Customer Management Enablers  Technical enablers
 Types and quality of customer data  Data categories, types and sources
 Customer data versus prospect data From Data to Analytics, Segments, Scores and
 Technology: Database & “front-office” systems Predicting Response
 People: Skills and culture  Identifying a continuum from data to information
Customer Segmentation  Distinguishing descriptive v predictive metrics
 Types of segmentation Critical Processes for Managing Data in the Sales
Process
 Using segmentation effectively
 Access, Authorization, Updating and Data Quality
 Targeting vs Segmentation
 Data flow in the Marketing and Sales process

Tuition Tuition
Program Cost: $1,075 Program Cost: $1,075

19

MGT 547: MGT 557: Value Based Pricing–
Brand Strategy & Management Strategies and Tactics

Benefits Benefits
 Understand the foundations of effective branding  Change customers' price perceptions to capture
and brand equity creation at the corporate and more value.
product levels.
 Standardize discounting criteria to enable sales-
 Explore the latest thinking on measuring brand people to respond more quickly and consistently
value, global branding and capitalizing on the with price offers that meet customers' needs.
new world of media.
 Evaluate the real financial implications of pricing
 Learn how to increase the efficiency of your decisions.
marketing programs and defend against market
share erosion.
 Use pricing strategically to guide a business to
long-term profitability, rather than reactively to
solve short-term problems.

Program Outline
Introduction to brand strategy
 Brands and relationships Program Outline
 Basic brand management techniques Strategic Pricing and Value Creation
 Examples of great brands  Building blocks of strategic pricing
Brand Strategy  Role of value in pricing
 Marketplace analysis  Estimating value
 Consumer trends and their affect on brands  Segmenting customers according to value
 Best practices & Brand Proof points Pricing Structure
 Introduction to Go-to-market strategy (pricing,  Price metrics
packaging, etc.)  Price fences
Brand Governance Price and Value Communication
 Brand guidelines  Value communication
 Naming conventions and strategy  Price communication
 Decision making/criteria & Architecture Pricing Policy
 Managing brand portfolios  Organizing for pricing
Brand Activation  Pricing analysis techniques and diagnostics
 Brand touch point mapping  Policy development and implementation
 360 degree brand experience Price Levels
 Integrated marketing planning to support the brand  The price setting process
 Brand advertising & Building brands online  Implementing new prices (to sales, customers)
Brand Measurement Measures and Metrics
 Key metrics  Break even sales analysis
 Qualitative exploratory research  Role of costs
 Quantitative tracking research  Measurement of price sensitivity
 Experimental approaches to measure brand equity

Tuition Tuition
Program Cost: $1,075 Program Cost: $1,075

20

MGT 567:
Strategic Marketing Management Dedicated and
Authoritative Faculty
Benefits
All our programs are designed and
developed by thought-leading faculty
 Build competitive advantage through strategic and industry experts. All our senior
marketing planning and effective use of the mar-
keting mix. faculty are teaching at Leading
 Analyze customers and prospects to identify Business Schools with a minimum of
their needs, buying behaviors, and the most over ten years of university and
profitable target markets. corporate education experience.
 Understand the various approaches to marketing
segmentation, targeting, and positioning for
competitive advantage.
 Identify shifts in the technological, regulatory,
and cultural context of business.

Program Outline
Marketing Concepts and Overview
 Key concepts in contemporary marketing
 Market Segmentation and Positioning
 Segmentation and choosing a target market
 B2B and consumer market segmentation
Marketing Research and Analysis
 Conducting exploratory research
 Primary and secondary data collection
 Understanding the buying decision process
Customer Value Management
 Constructing customer value propositions
 Managing market offerings and pricing
 Shifting from cost- to value-based pricing
 Value creation in acquiring and retaining customers
Building and Managing Strong Brands
 Understanding brand strategy
 Sustaining customer relationships
 Integrated marketing communications & positioning
Marketing Strategy and Planning
 Tools for customer analysis
 The purpose and goals of planning
 Developing an actionable marketing strategy
 Anticipating and adapting to change

Tuition
Program Cost: $1,075

21

“ Advance Yourself.
Elevate Your Career. ”

22

SLS 534: Mastering
Sales Business Communications
Benefits
 Recognize and apply, in a relevant and integrated
way, the full array of communications tools to
reach an audience with impact.
 Construct fact-based, logical, and persuasive
arguments to defend their insight, analysis, and
Business success demands sales strategies that proposed solution, and express their thinking
focus firmly on customers and create value. clearly, concisely, and compellingly, in writing
and orally.
 More effectively communicate to stakeholders of
Our sales programs demonstrate how to do all types through: memo writing, business letters
both, by examining the most current and customer communications.
approaches and challenges, and teaching you  Create original and effective communications
how to create meaningful customer messages, strategies and tactical plans to achieve the
stated personal and business objectives .
along with tactical and strategic plans that
reach sales targets and improve profits.
Program Outline
Business Communication Foundations
 The role and impact of stakeholders
 Getting to know yourself and understanding others
 Words, culture and other variables on messaging
Persuasive Messaging
 Indirect Plan for creating the logic map necessary
for effective persuasive communications
 Techniques and differences in communicating
based on reaction to content
Listening and Non-verbal Communications
 Listening skills – 3 levels of listening
 Understanding active listening
 Sending good signals to others
Para-verbal Communication Skills
 The power of the pitch
 The truth about tone & The strength of speed
Non-Verbal Communication
 Understanding the Mehrabian study
 Body language &Identifying non verbal clues
Presentation skills overview
 Make your content clearer and more memorable
 Handling challenging questions

Tuition
Program Cost: $925

23

SLS 544: Professional Selling– SLS 554:
Principles and Practice Effective Sales Management
Benefits
Benefits
 Develop a winning sales pitch that focuses on
specific customer needs and benefits.  Lead and implement a comprehensive, strategic
and tactical approach across all facets of your
 Apply the principles and techniques underlying sales organization.
effective sales communication and planning to
not only to sales conversations but to other  Develop account management and segment
forms of persuasive messaging. management strategies based on customer
profitability.
 Effectively qualify the potential of sales
opportunities, enabling better forecasting and  Translate your corporate strategy into sales
prioritization of leads. strategies, tasks, and processes easily
understood by the sales teams and the rest of
 Effectively overcome client and prospect the organization.
objections, strategically gain customer
commitment and close the sale.  Establish a flexible approach that enables you to
readjust strategies to drive growth in a changing
marketplace.
Program Outline
Introduction to Professional Selling
Program Outline
 The psychology of selling
 Communication beyond talking Introduction to Sales Management
 Building an ethical foundation  Core decisions that drive sales effectiveness
Knowing Your Product  Effective go-to-market strategy
 How to Add Value  Influencing through building human networks
 Becoming a Product Expert Organizing the Sales Team
 Features, Benefits & Product Positioning  Measuring the effectiveness of the sales team
The Selling Process  Determining the best sales-force size
 Define the sales process Sales Force Design
 Which Presentation Method Should You Use?  Selling roles, coverage models and channel design
 How to Begin the Sales Call  Sales force structure and deployment
Finding Customers and Prospecting  Segmenting clients, opportunities and buyers
 Understanding buyer behavior Identifying the sales competencies that drive success
 Evaluate various prospecting methods  Understand buyer behavior and
 Practice how “to get” the appointment  Evaluate various prospecting method
 Planning and managing the process  Practice how “to get” the appointment
Presenting Effectively The Account Development Process
 When, why and how to use a trial close  Grow net new business & reduce sales cycle time
 Develop a customer benefit plan  Developing competitive strategy
 Practice key selling techniques  Elevating your status from vendor to 'trusted advisor
Closing
 Increasing client face time through technology
 Welcome, anticipate, acknowledge but never
confirm objections

Tuition Tuition
Program Cost: $975 Program Cost: $1,075

24

SLS 564:
Managing Key Accounts

Benefits
By the end of this course, participants will be able to: Practical and Relevant
 Develop a relationship-based approach to key
accounts while mastering a wide range of Theoretical knowledge is essential,
transferable professional business skills. but there’s also no substitute for
 Use effective techniques to persuade and applied skills. We draw upon the
motivate the key buyers, influencers and experience of thought-leading faculty
decision-makers.
and use real-life case studies, providing
 Select the most appropriate approach to secure you with practical skills that you can
increased and profitable business from their key
accounts. employ in the workplace.
 Use account planning tools to build a robust and
implementable key account plan.

Program Outline
Introduction to Key Accounts
 The profile of a key account
 Differences of selling and account management
 Key account manager role and responsibilities
Defining a Key Account
 Personal and Technical Factors
 Size vs Potential; What is more important?
 How many key accounts are appropriate?
Understanding the Client’s Business Requirements
 Customer business analysis
 Assess client culture; SWOT analysis
 Key Financials and market drivers
Planning a Key Account Strategy
 Developing a key account over the long-term
 Recognizing threats and building client barriers
 Setting specific goals and objectives
Stay on course and deliver on promise
 Importance of account discipline
 Measuring performance against targets
 Maintaining preferred supplier status
Developing the client plan
 Deliverables and future sales targets
 Team make up and development
 Communications plan

Tuition
Program Cost: $1,075

25

Certificate
Programs
26
26

Certificate in
Finance for Non-Financial Managers
Regardless of the economic or social climate, management of financial drivers remains the
foremost priority in any business. Consequently, an understanding of the principles for building
and sustaining the financial performance of a firm will strengthen the value of any professional
involved in business.
Participants from a wide variety of backgrounds will be taught how to read an organization’s
financial statements and explore their limitations. They will be given the tools to analyze cost
behavior and financial performance.
The Certificate in Finance for Non-Financial Managers will demystify your route to financial
success and help you develop a well-rounded understanding of language and requirements of
financial expectations and performance. To qualify for the Finance for Non-Financial Managers
Certificate, students must complete the Corporate Finance Principles, Managerial Accounting,
and Understanding Financial Statements, and Creating Value Through Operations programs.

Who should attend? Key Benefits
Managers at all levels including those in ▪ Gain a firmer grasp on the language of
technical and non-financial areas seeking finance.
to make better business decisions by ▪ Improve communication with internal
understanding financial information and and external financial stakeholders.
its implications – managers responsible for
▪ Learn how to create value and
meeting budgets and containing costs,
contribute to the financial performance
entrepreneurs running their own
of your area of responsibility.
businesses, as well as project managers,
business analysts, engineers, marketing, ▪ Read and understand financial reports
sales, operations and human resource with greater clarity and confidence.
managers. ▪ Get an insight into the drivers and
measurement of costs
Tuition
Certificate Cost: $4,675

27

Emerging Leaders Development Program
Leaders take initiative, think and plan strategically, overcome obstacles and impact the bottom
line. The Emerging Leaders Development Program (ELDP) is designed to help high potentials to put
effective, collaborative methods of leadership to work in their organizations and impact their
bottom line.
The ELDP is a popular and exciting program that provides participants with varied and unique
opportunities to define, discover and develop their leadership style. The richness and flexibility of
this certificate makes it ideal for aspiring, new or established leaders.
After completing this program, participants will gain the capability, credibility and confidence to
influence key stakeholders and initiate changes outside of their immediate area of responsibility.
The ELDP is awarded to those who successfully complete the Strategic Marketing Management,
Leading and Influencing People, Management Skills for Managers, Corporate Financial
Strategy and the Competitive Business Strategy programs.

Limited to just twenty five participants, ▪ Enhance your ability to engage others
the program has been designed for high- and lead with strategic purpose and
impact individuals who seek to continue or vision
accelerate their personal and professional ▪ Increase strategic thinking capabilities
development: directors, senior managers, and the ability to “make the right call”.
team heads and supervisors or high
▪ Build a strong understanding and
potentials with increasing management
awareness of self, and understand how
responsibilities. Whether in marketing,
self-knowledge strengthens leadership
finance, or operations, this program will
capabilities.
build critical leadership skills to enhance
organizational performance. ▪ Identify and articulate personal and
professional goals and prepare to
Tuition assume greater/increased
responsibilities.

28

Certificate in
Sales Management and Leadership
The Sales Management and Leadership (SML) Certificate is designed to provide sales and
marketing executives with the best tools, techniques, and concepts for improving the total
effectiveness of the sales force. In addition, participants will develop a better appreciation of
the need for a more integrative approach to developing comprehensive marketing strategies
through closer ties between marketing and sales.
This comprehensive program will increase your effectiveness and maximize the contributions you
may make as a sales professional, enabling you to effectively manage and lead a sales
organization. To qualify for the SML Certificate you must complete the Professional Selling,
Effective Sales Management, Mastering Business Communications and Value Based Pricing
programs, and one elective program from the NYIM curriculum list.

The SLM program is designed for sales ▪ Build a working knowledge of the
professionals looking to fine-tune their principles and practice of profitable
professional selling and sales manage- selling.
ment skills. It will also be of particular ▪ Gain insight into how to select, develop,
benefit to managers who are responsible compensate and manage a successful
for business development and planning sales team.
in local, regional and international
▪ Design and implement effective
markets, or anyone interested in
strategies to build and manage successful
learning how to develop and execute a
buyer-seller relationships.
winning sales strategy.
▪ Improve your team’s productivity and
Tuition generate increased profits with fewer re-
sources.

29

The NYIM Mini MBA
The NYIM Mini MBA program acts as a navigation tool for high-potential functional experts with
progressive experience in their functional area and equips them with a general management
perspective.
Throughout the program you will evaluate strategies on how to increase productivity, better
manage people and handle human resource issues. You will also explore the basics of financial
and managerial accounting, understand how to assess your organization from an economic,
financial and market perspective to support better decision making.
Practically focused, The Mini NYIM program is designed to raise your levels of self-awareness and
build your strategic management, marketing and finance knowledge and skills – all critical success
factors for effective general management.
The Mini MBA is awarded to students who complete the following courses: Corporate Finance
Principles, Managerial Accounting, Marketing Essentials, Leading and Influencing People, and
the Competitive Business Strategy program, plus two electives from the NYIM curriculum list.

The Mini MBA program is designed for ▪ Gain a better understanding of how your
high-potential, highly motivated manag- business generates growth and value.
ers; new managers; professionals with ▪ Become a more confident manager with
management potential; experienced jun- new knowledge, skills and self-awareness
ior-level managers needing a boost. Re- – ready for new responsibilities.
cent graduates of any subject who are
▪ Be a more effective manager – focused on
unlikely to have a postgraduate business
creating value and providing leadership.
degree, such as an MBA, will also benefit
from this program. ▪ Increase confidence to deal effectively
with other senior managers across
Tuition different business functions.

30

Certificate in
Marketing Management
As the key interface between company and customer, the role of marketing has expanded to
meet the challenges of an increasingly competitive business environment. This program recog-
nizes candidates commitment to acquiring new knowledge and enhancing their skill set to align
marketing strategy with their organization’s overall business strategy.
The purpose of this program is to deepen the understanding of newly appointed and more senior
marketing professionals of the impact of marketing to business operations and expose them to
proven marketing management tools and techniques. To earn a Marketing Management
Certificate, candidates must complete the Marketing Essentials, the Strategic Marketing
Management, the Brand Strategy and Management and the Sales & Marketing Information
Management course, plus one elective course from the qualifying NYIM program list.

The Executive Certificate in Marketing ▪ Enhance your understanding of tactics for
Management is designed for executives developing competitive advantages by
with, or about to take up, marketing creating customer value.
responsibilities and those professionals ▪ Explore basic concepts, principles and
outside the marketing discipline whose activities involved in modern marketing.
role interacts with this function. It is
▪ Learn major tactics and tools to facilitate
also well suited for individuals who de-
the management of effective marketing
sire to learn about developing contem-
plans.
porary marketing strategies to drive
their company and industry forward. ▪ Define, position and measure your
effectiveness within organizations.
Tuition ▪ Create and grow dynamic, robust brands
Certificate Cost: $5,125 that attract loyal customers.

31

Certificate in
Strategic Customer Management
This Certificate in Strategic Customer Management (SCM) will provide the tools and ideas that
marketing and sales executives need to drive satisfaction, commitment, and loyalty among both
clients and employees—and to lead the organization to improved profitability and accelerated
growth.
The program provides an in-practice approach to managing customers: identifying the strategic
reasoning and importance in doing so, the methods by which a customer strategy may be
developed and deployed, and tools, metrics and infrastructure for a successful execution. It also
explores the relationship between Marketing and Sales in a sales-based distribution model and
the value of information in building long term customer relationships.
The SCM Certificate is awarded to students who complete the Mastering Business
Communications, the Effective Customer Management, and the Value Based Pricing:
Strategies and Tactics course, plus one elective course from the NYIM curriculum list.

The SCM program is designed for sales and ▪ Build a working knowledge of the
marketing first and second level managers, principles and practice of profitable
front-line supervisors, department, team selling.
and task-force leaders and all those who ▪ Gain insight into how to select, develop,
are responsible for customer service and compensate and manage a successful
management leadership and want to sales team.
improve the quality of service their
▪ Design and implement effective
organization provides to external and
strategies to build and manage successful
intercompany customers.
buyer-seller relationships.

Tuition ▪ Improve your team’s productivity and
generate increased profits with fewer
resources.

32

Certificate in
Retail Grocery Management
Competition in the grocery business in today’s environment is fierce. Staying on top requires
food and grocery industry associates to be nimble, analytical and educated with regard to the
challenging and ever-changing retail environment.
The Certificate in Grocery Management (CGM) is designed to prepare individuals working in the
grocery industry and related fields, for the business challenges of the future. The program
curriculum encompasses several business essentials and emphasizes the skill-sets needed for
effective financial and people management, marketing, customer service and communication in
the work environment. It is a five course program with a main focus on “Making and Saving
Money in the Grocery Business Today” with each unit directly tied to the department’s and
store’s bottom line.

Who should attend?
This program is specially designed for store managers, assistant and category managers,
supervisors, team heads, high potential employees and key operations staff.

Benefits for Individuals Benefits for Individuals
▪ Develop well-rounded team players to ▪ Develop essential skills and knowledge
drive your stores forward. critical to store’s financial health.
▪ Demonstrate your confidence, and ▪ Work with real-life issues and identify the
increase rate of employee retention. practicalities of their business.
▪ Give them an opportunity to develop ▪ Evaluate and select loss prevention,
their skills and industry knowledge. safety and other retailing strategies.
▪ Reduce rate of employee absenteeism ▪ Learn how to enhance customer service
and increase their quality of work. and workplace etiquette.
▪ Prepare them for their next move in the ▪ Gain qualification from a premiere
store or the company. management development provider.
Tuition

33

Customized Corporate Education
Each program we design is different; it is unique to your organization and
your particular challenges. It is carefully crafted by our faculty team to
meet your objectives and is designed to transform the thinking and
behavior of participants to accelerate and drive effective change.
Work with the NYIM team to create a customized management
development solution for your organization. Once your needs are
assessed, a tailored solution - anything from a simple open program to a
multifaceted, multimedia program - will be designed and executed to
bridge the gap between the skill level of your people and the growth
needs of your organization.

Curriculum Design
Our customized curriculum design process creates actionable solutions for
your business challenges. We are committed to partnering with our
clients to define the best mix of learning approaches for the target
audience, including online lectures, discussions, interactive participation,
team exercises and case studies.

Content Delivery
We offer engaging and impactful programs for employees in all levels of
your organization. The programs we deliver are client-centered and
provide measurable outcomes linked to specific business results,
guaranteeing a high return on your investment.

34

NYIM sets the standard for high quality online executive education.

Our Approach
Leading-edge curriculum drawn from
Thought Leading Faculty with tested tools
and practices used in the worlds’ leading
organizations. Our programs are based on
professional competencies desired for high
performance in each field.

Our courses encourage students to
incorporate workplace issues into their
studies, providing Real-world Application
to many of the academic theories covered
by our curriculum. NYIM executive
education offers relevant course experience
that practitioners can carry with them
throughout their career.

NYIM workforce development solutions offer Outstanding Student Support to track progress and
performance of online students with strong focus in maintaining student motivation, commitment,
and the successful completion of our programs. NYIM best-in-class programs improve business
performance, profitability and employee satisfaction.

Comprehensive curriculum design offering a unique Collaborative Learning Experience, high quality
interaction, on time technical support and post course knowledge reinforcement. At the convenience
of their schedule, practitioners will develop and maintain the critical skills needed to advance their
career.

Workforce Wellbeing
Many professionals face the challenge of how to maintain long-term high
performance without compromising health and well-being. Throughout our
programs, you have the option to assess your own well-being at this stage of
your life and career. NYIM gives you the opportunity to develop new habits
that enhance your quality of life by providing you access to a leading health and
well-being service offered by Vivamea’s on-line self-coaching program.

35

330 E.46th Street,
New York, New York, 10017
Web: www.nyimexec.com
Email: info@nyimexec.com
Phone: +1-212-380-8560
M - F: 9am - 5pm EST

NYIM Program Catalog

Recommandé

Recommandé

Contenu connexe

Tendances

Tendances (19)

En vedette

En vedette (7)

Similaire à NYIM Program Catalog

Similaire à NYIM Program Catalog (20)

Dernier

Dernier (20)

NYIM Program Catalog