 |
|
* * * * * * Value Selling In A Competitive Marketplace * * *
|
|
 |
|
|
|
|
|
|
|
 |
|||||
VALUE SELLING--MAJOR ACCOUNT MANAGEMENT |
|||||
Who should attend Any saleserson or sales manager responsible for handling major accounts and billing and developing major prospects. Conceptual Description Many companies are focusing their sales efforts on the 20% of the clients that produce 80% of the volume in their business. The goal of the major account manager is to build the bond between the buyer and seller organization to a much higher level than the traditional customer/vendor relationship. They may focus on target accounts with large volume potential or existing accounts that possess potential as well. Course Content Preassignment - Each student is requested to do some pre-analysis on a selected major account or a major target account. As the workshop progresses, each step in the process is related to the student`s individual account. The culmination of the program is development of a complete account strategy for presentation to the class. Research phase - Understanding why research is necessary, what type of research is needed. The class will develop a research format to be applied to all major accounts. Financial analysis - Developing a financial understanding of the clients organization. Understanding the process of communicating to the client in their financial terms, and working on exercises on qualifying your recommendations. Developing a strategic account plan - How to set proper goals and develop an appropriate plan to bond with the top management of your major account. Principals of management presentations - How to make effective executive presentations. Bonding with top management - Techniques to bond the buyer/seller organization at top management levels. Long term account maintenance - This section deals with the situation where you have achieved the relationships with your major account and now must develop strategies to solidify and protect your position. Process This is a very intense workshop style program. Each module is covered in a short lecture and the students work in groups relating the material to their specific accounts.
|
|||||
