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CEDIA中国上海培训课程

第一项：Successful Sales to Affluent Customers: How Increase Profits and Have Happier Customers by Bob Gassel

Do find it hard to up-sell your customers to better products? Do you have trouble charging for your design and calibration services? Do you always feel the pressure to discount to close a sale? This course is targeted at the managers and salesmen of custom installation companies that want to learn how to sell more effectively and profitably to high-end customers.

Bob will draw on his 20 years of experience selling high-end home electronic products to wealthy customers around the world. He will show you the process of a high-end sales, how to sell the benefits rather than technology, how to negotiate the package without reducing your profit, how to close the sale, and how to develop and retain happy customers.

Ø Positioning your Business as a Valuable Resource

Ø Current Trends in US Custom Installation sales

第二项：Fundamentals of Multi-Channel Audio Systems and Home Theater Acoustics by Dr. Sean Olive.

Dr Olive has been a world leader in the research on home theater acoustics. This presentation is based on the work he and Dr Floyd Toole, long-time head of R&D at Harman International, have done over many years. They have been instrumental in expanding understanding of acoustics in small rooms, and their work is the basis of the latest CEDIA home theater guidelines.

Olive博士是家庭影院声学研究的世界级领军人物。这个讲座主要是分享他和长期担任Harman International研发部主任的Floyd博士；两人多年之前的著作。他们在小房间的声学设计理论上有很大的建筑，他们目前最新的著作是CEDIA推出的家庭影院指导的基础。

This course assumes a basic knowledge of home theater design; attendees should have previously attended THX or PMI training, or university acoustic courses. The course will cover:

Ø Acoustics of a small (home theater) room: resonances, reflections, standing waves, and other issues

Ø Loudspeakers and how they interact with the room and the listener

Ø Multi-Channel systems and the psychoacoustics of a small room

Ø Reflections and their effects at different frequencies

Ø Acoustic Treatments and when and how to use them

1、         Dr. Sean E. Olive

Sean E. Olive博士

Sean Olive is Director of Acoustic Research for Harman International.   Previously he was a research scientist in the Acoustics and Signal Processing Division at the National Research of Canada, where he worked with Dr. Floyd Toole (previously head of R&D at Harman International) on research related to the measurement and perception of sound reproduction.

Sean Olive现任Harman International音响研究总监。曾任加拿大国立研究所音响与信号处理部的科研专家，和Floyd Toole博士（Harman International研发部前主任）一起致力于与声音再现的测量和感知相关的研究。

He and Dr. Toole have been instrumental in developing the most current understanding of home theater acoustics, and their work is the basis of CEDIA home theater design guidelines. .

Sean has taught courses in sound recording (McGill University) audio, acoustics, perception, and critical listening (UCLA extension).   He holds a Bachelor degree in Music (University of Toronto), and Masters and Ph.D. degrees in Sound Recording (McGill University, Montreal). Dr. Olive has written more than 30 scientific papers on the perception and measurement of reproduced sound for which he received two Audio Engineering Society (AES) publication awards and an AES Fellowship in 1996. 

Sean 曾执教过麦吉尔大学的录音课程，以及加州大学洛杉矶分校的音频、声学、感知和关键听课程。他持有多伦多大学的音乐学士学位和蒙特利尔麦吉尔大学的录音硕士和博士学位。Olive博士著有30多篇关于感知和测量重现的声音的科学论文，并以此获得了2项音频工程协会（AES）出版物奖和1996年的一项AES奖学金。

Bob Gassel is president of the Gassel Group LLC, a unique sales training company that will increase your profits and add repeat business. An expert on the science of selling, Bob has 20 years experience in U.S. retail sales and fourteen more years selling B2B in the U.S., Europe, Asia and Latin America. Bob is an expert in the factors that drive buyer behavior in any culture and the related elements of successful selling. He will provide valuable insight, and bring new tools to your sales team creating lasting positive results.   

Bob Gassel是Gassel集团的总裁，Gassel集团是一个独特的能够帮助企业提升利润，增加回头客的销售培训公司。作为一个销售技巧方面的专家，Bob有20年的美国零售经验和14年多在美国、欧洲、亚洲和拉丁美洲等地的B2B销售经验。Bob是在任何文化背景下驱动买方行为因素，以及与成功销售相关的各种原理的专家。他将提供有价值的想法，并给您的销售团队带来创造持续的积极成果的新工具。

Previously International Business Unit Manager and Global Director of Training at Klipsch Group; it was Bob’s responsibility to train thousands of sales people in both wholesale and retail channels the technical concepts and effective sales techniques required to maximize results with the company’s multiple brands. Bob’s work will produce immediate increases in sales and profit.

Bob Gassel is a graduate of Purdue University with a BS degree in Psychology. 

Bob Gassel毕业于Purdue大学，获得心理学学士学位

Ø Pine City Hotel, No. 777 Zhaojiabang Lu, Shanghai

第一项：Thursday, March 25, 2010, 9:00 am to 5:00 pm. 

Successful Sales to Affluent Customers: How Increase Profit and Have Happier Customers, Bob Gassel, The Gassel Group

第二项：Friday, March 26, 2010, 9:00 am to 5:00 pm.   

Fundamentals of Multi-Channel Audio Systems and Home Theater Acoustics by Dr. Sean Olive, Harman International

Cost includes class notes, certificate of completion, lunch, refreshments.

Ø CEDIA Members: RMB 3,000 for each course, RMB 5,000 for both courses

Date

Friday 05 Feb 2010 - Wednesday 05 May 2010