Key Account Management | Strategic Selling

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Presentation Description

As a Key Account Manager, you need to build long-term relationships with your clients. This course will help you to stand back and work out a successful strategy.

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Presentation Transcript

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Key Account Management | Strategic Selling Overview As a Key Account Manager, you need to build long-term relationships with your clients. This course will help you to stand back and work out a successful strategy. Reference : Strategic Selling

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Key Account managers or managers in charge of big size customers or companies. Who would benefit from this course

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By the end of this two-day course, you will be able to: Understand the specificities of Key Accounts Improve your efficiency dealing with them Build a strategy for success Course objectives

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Introduction Initiative and being proactive Relationship selling vs. Product selling Creating and maintaining long term partnership Planning and preparation Course Content

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Identifying tactics to move the client to the next stage The importance of the follow-up Planning – 3, 6 and 12 month Getting referrals and working from them Aligning to your Customer

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Tactical Probing Key players Assessing strengths and weaknesses of sellers and buyers Building relationship – both internal and externally Working with the Decision Makers

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Position and Personal Power Creative Thinking Critical Success Factors Partnering for success Advanced Strategies

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To learn more about Strategic Selling visit us at www.innovativemanagement.com.au or call us 02 8015 7525 today!

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