Strategic Account Management

Date: 2013-07-04 Category: ,

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The course develops the consciousness of Business-to-Business salespeople in increasing either the probability of acquiring a new customer or increasing the level of penetration into an existing customer. The participants will apply the required theories by immediately putting it into practice in a case study from their own daily life.

IN SPITE OF THE DIFFERENCES between the companies, the challenges are very similar in every B2B situation: how can our organisation ensure that we reach and capture the top potential clients that will provide the lifeblood to our company and as soon as we get their business, what are the ways to maximize our presence?

SUCCESSFUL COMPANIES know that it is through the individuals who are working in the customer’s organization. People buy from people. In order to be successful in the long run, we need to know who makes decisions at the client’s company, what are the most important motives of that person, who influences decisions and what are their preferences and last but not least how the people – who are using our products – perceive us and our services. This requires a systematic approach, good and careful planning and a conscious relationship management.

DURING THE COURSE besides the essential theories, the participants are preparing the cases for two of their customers in Develor’s Client Matrix, and the designed strategies they can implement immediately after the course.

By the end of the program participants will be able to plan the actions for a strategically important client and consciously execute that plan through various sales meetings.

Prerequisites

  • The Principles of Sales
  • Consultative Sales Process

 

Potential follow-up

  • On-the-job coaching
  • Account Management consultancy
  • Negotiation Skills courses