Course Details
Business To Business Sales Accelerator
22 Feb 2012
Professional Development
Sales
Zealmark Group Ltd
Held in East Auckland
Full Time
09h00 - 16h30
09h00 - 16h30
$395.00
Excludes GST
Excludes GST
Rationale:
It’s more than just breaking into the ‘Old Boys Club’, the network of big players; it is about developing key business relationships based on growth partnership strategies.
To achieve this there must be change – the focus must be ‘How Can I Help Grow Your Business’.
It is an essential part of growing and maintaining market share as well as staying competitive.
Key Account Management involves implementing deliberate relationship strategies designed to create mutual expectation and enhance market penetration through selected customers.
This course covers competencies associated to Key Account Management, it will clarify and define the principles of consultative/relationship selling.
Participants will learn how to establish differentiation between their organisation and their competitors, increase the contribution and loyalty for their key accounts and understand that true Key Account Management is about applying quality business acumen in a way that identifies and solves client problems and grows their business.
Who will benefit?
Salespeople who are responsible for developing and maintaining partnerships with key customers. Participants who have not received formal training in the area of strategic placement and consultative selling.
Module One:
Database and Key Account Management
This module looks at the essential database information required for effective Key Account Management.
-Generic Data Fields for Key Account Records
-Establishing the Demographics of the Database
-Strategic Data for Key Account Management
-Strategy for Maintaining and Using Database Information
Module Two:
Selecting Key Accounts
This module covers the need to sell the total package and not just the
product or service
-Selling Current Customers
-Process for Selection
-Partnership Qualification Analyser
-Choosing Your Partners
-Establishing Joint Objectives and Strategies (Business Plan)
-Understanding the Growth Network
-Understanding and Working with the Top-tier of Decision Makers
Module Three:
Developing Key Account Relationships
This module looks at concepts of key account management using points of
difference to establish stronger and more productive business
relationships.
-Implementing SWOT Analysis for Key Account Management
-Differentiation Process for Key Account Management
-Product/Service Analysis
-Competitor Analysis
-Strategic Placement for Competitive Selling
-Value Added Search
-Overcoming Price Barriers
-Establishing ROI Analysis (Return on Investment)
-Risk Management for Key Accounts
Module Four:
Communicating with Key Accounts
This module looks at how to communicate effectively with key account customers
-BRAD meetings (Business Review & Development Meeting)
-Communication Process for Key Account Selling
-Logical Progression of Questioning
-Gaining the Commitment
It’s more than just breaking into the ‘Old Boys Club’, the network of big players; it is about developing key business relationships based on growth partnership strategies.
To achieve this there must be change – the focus must be ‘How Can I Help Grow Your Business’.
It is an essential part of growing and maintaining market share as well as staying competitive.
Key Account Management involves implementing deliberate relationship strategies designed to create mutual expectation and enhance market penetration through selected customers.
This course covers competencies associated to Key Account Management, it will clarify and define the principles of consultative/relationship selling.
Participants will learn how to establish differentiation between their organisation and their competitors, increase the contribution and loyalty for their key accounts and understand that true Key Account Management is about applying quality business acumen in a way that identifies and solves client problems and grows their business.
Who will benefit?
Salespeople who are responsible for developing and maintaining partnerships with key customers. Participants who have not received formal training in the area of strategic placement and consultative selling.
Module One:
Database and Key Account Management
This module looks at the essential database information required for effective Key Account Management.
-Generic Data Fields for Key Account Records
-Establishing the Demographics of the Database
-Strategic Data for Key Account Management
-Strategy for Maintaining and Using Database Information
Module Two:
Selecting Key Accounts
This module covers the need to sell the total package and not just the
product or service
-Selling Current Customers
-Process for Selection
-Partnership Qualification Analyser
-Choosing Your Partners
-Establishing Joint Objectives and Strategies (Business Plan)
-Understanding the Growth Network
-Understanding and Working with the Top-tier of Decision Makers
Module Three:
Developing Key Account Relationships
This module looks at concepts of key account management using points of
difference to establish stronger and more productive business
relationships.
-Implementing SWOT Analysis for Key Account Management
-Differentiation Process for Key Account Management
-Product/Service Analysis
-Competitor Analysis
-Strategic Placement for Competitive Selling
-Value Added Search
-Overcoming Price Barriers
-Establishing ROI Analysis (Return on Investment)
-Risk Management for Key Accounts
Module Four:
Communicating with Key Accounts
This module looks at how to communicate effectively with key account customers
-BRAD meetings (Business Review & Development Meeting)
-Communication Process for Key Account Selling
-Logical Progression of Questioning
-Gaining the Commitment
Presented by one of Zealmark's experienced facilitators