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25/11/2013
Sales Conference
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PRESS RELEASE

Northern Greece Sales Conference, “Sales: “A Crossword for skilled Solvers”

On Tuesday, November 19th ICAP Group organized at Makedonia Palace Hotel, a conference entitled: "Sales: A Crossword for strong solvers, attended by 150 Sales executives’.”

As a new initiative to bridge the gap of information and networking for sales professionals, ICAP‘s conference explored modern international trends in the field of Sales, adapting them with a realistic and practical way in the local market and economy. The innovative organization for the region of Northern Greece, presented  by Mr.Vasilis Papachristos, Branch Manager of ICAP Group in Northern Greece and welcomed by Mr. Stavros Kalafatis, Deputy Minister of Environment, Energy & Climate Change via a letter addressed to the Organizing Committee and the delegates, Mr. Michalis Nalbantis, Board Member of Greek International Business Association (S.E.V.E) and Mr. Anastasios Manos, Vice President, Association of Information Technology Companies of Northern Greece (S.E.P.V.E.).

In the beginning of the conference, Mr. Nikitas Konstantellos, Chief Executive Officer, ICAP Group presented the financial information and the changes in the market of sales in Greece as well as  in Northern Greece, where the economic figures resist the crisis more, when compared to the entire country figures - especially the earnings of EBITDA - demonstrating the strength of local businesses. The agenda of the conference, was framed by three keynote speeches that of Mr. Tony Hughes, CEO, Huthwaite International, who emphasized the need to built value first in our propositions and then start negotiating, when needed, Mr. Martin Stiven, Leadership Development Consultant  with main message: the need of corporate  alignment behind the targets, the importance of being focus on new markets and to dealing with sales as a science and  Dr. Leslie T. Szamosi, Professor at the University of Sheffield who highlighted the direct connection of the concept of Sales with People Management (Sellers - Customers etc.).

Finally, a panel discussion was held between C-level Executives entitled "Sale changes: factors that make a positive difference to corporate results", which was coordinated by Mr. George Haros, Executive Director People Solutions, ICAP Group. Participants of the panel were: Mr. Tassos Kyriakidis, CEO, VIOZOKAT S.A., Mr. Konstantinos Konstantinidis, CEO, Pelopac S.A., Mr. Konstantinos Lagoumakis, CEO, AXEL ACCESSORIES S.A. and Mr. Ioannis Pilidis, General Manager, SYN.PA. S.A.

Core conclusions reached by the panel, had to do with the environment of Trust that has to be developed between Sales and Administration as well as between the Customer with the Salesmen, the necessity of innovative solutions (products and processes), the importance of forming and maintaining a uniform corporate culture (sense of compassion and teamwork) and of course the need of agreeing measureable Sales targets. Particular mention was made for the need of developing and properly managing a "Key Account sales team". All panel participants concluded that nowadays, salesmen need not only to sell anymore, but also to assess the financial credibility of customers as well as to assist in the payment collection process.

The Conference was attended by more than 150 businessmen and Senior Sales Executives. Main sponsor was EDENRED while supporters were INNEWS, Sales Institute of Greece, Therapy Center for Dependent Individuals, MERCEDES BENZ IOANNIDIS, Federation of Industries of Northern Greece Exporters', Association of Industries of Northern Greece and Association of Information Technology Companies of Northern Greece. Media sponsors, were: AGGELIOFOROS and Aggelioforos.gr, KERDOS and RADIO THESSALONIKI 94.5.


Conference speakers  (from left): Dr. Leslie T. Szamosi, Nikitas Konstantellos, Tony Hughes, Martin Stiven, George Haros, Vassilis Papachristos.


Presentations of Conference are available upon request to the Press Office of Group (pr@icap.gr)

ICAP Group is the largest Business Services Group in Greece, with a strong presence in Southeast Europe, Turkey and Cyprus. ICAP Group currently employs 1,300 people, providing a wide range of services and products which are grouped into the following categories: Credit Risk Services, Marketing Solutions, Management Consulting and People Solutions. People Solutions services, have been recognized (2011) with the world's leading distinction in Human Resource Management, International Investors in People and are grouped into five Business Units: Executive Search and Selection Services, Employment Services, Outsourcing, Consulting Services Human Resources and Professional Training.

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