Research tells us that in most businesses, 80% of the revenue comes from 20% of the customers – a disproportionally important group that must be managed in a completely different way. This workshop helps the sales representatives build a roadmap for building stronger and more profitable relationship with key customers.
This two (2) day seminar gives the participant an overview of how to move from the purchasing department to senior level mangers within the organization. Each module is designed to walk the participant through understanding the value of each business unit and its impact on total profit for the company. Understanding this need will assist the sales representative with bringing a value proposition that impacts revenues, reducing costs and avoiding future costs.
Seminar Objectives:
- Identify your key accounts
- Build an effective account team
- Analyze your customers and competitors
- Develop a winning key account strategy
- Implement your plan
- Manage your major account successfully
- Move from a vendor status to trusted advisor
Topics discussed during this seminar are:
- What is Strategic Account Management?
- Role and Responsibilities of the Account Managers
- Understanding the Types of Customer Relationships
- How to analyze Your Customer
- The Planning Process of Gathering Information to Formulate Your Strategy
- Analyzing Your Position
- Developing Your account Strategy
- Managing Relationship
- Managing Opportunities
