| Training
- Strategic Account Management |
Overview
If there is one thing
that most business people seem to agree on, it is that
things are changing rapidly: customers, entire markets,
competitors, new technologies-you name it. Meanwhile, the
basic goal for salespeople remains unchanged, namely, to
increase sales while maintaining (or increasing)
profitability. It is only natural that most salespeople
feel overwhelmed by this task. In a situation where the
"rules have changed," salespeople can easily
find themselves scrambling to react instead of
thinking-and selling-strategically.
Objective
The Eagle Learning Center
course Strategic Account Management is designed to help
salespeople:
- Understand the phases
of change and appropriate strategies for each
phase;
- Understand their
customers' core businesses;
- Identify clearly the
various decision makers within a customer
organization; and
- Develop a strategy for
their key account(s) that will increase their sales
while maintaining profitability.
Content
Participants learn in a
small group, highly interactive format that includes large
and small group discussion, brief lectures, experiential
exercises, and action learning with their own key
accounts.
Understanding
the Changes in Your Market
- Identifying the
trends
- The three phases of
change
- The importance of
matching strategies with your customer's phase of
change
Working
with Multiple Decision Makers
- The Chess Game:
learning the role of each player
- Tactics for succeeding
with the players
From
Selling to Consulting: Understanding the Customer's
Business
- Discovering the
Generic Problem solved by your customer's
business
- Creating and
implementing your account plan
Seminar
Length and Implementation
- 1 day as public
seminar; 1-3 days as customized, in-house
process
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