GROUP TRAINING 2019

GROUP TRAINING

SALES

KEY ACCOUNT MANAGEMENT

Step back to better manage Key Accounts using efficient and comprehensive tools to analyze and define your strategy. Understand that managing Key Accounts requires investing time in this analysis to better perform and increase the rate of success. Master the art of the pitch when meeting a customer/prospect for the first time and make the difference at the very first contact.

Digital Content

OBJECTIVES

• Define your portfolio strategy • Monitor your account strategy through the account plan (PIRAT) • Monitor a business through the business review (PACS) • Build and tell a pitch to set you apart and sell value from the very beginning

PARTICIPANTS

Key Account managers, Strategic Account managers, Global Account managers

PROGRAMME

• De ne portfolio priorities according to your objectives • Understand the main principles of in uence to build an impactful pitch • Be able to express the Unique Selling Points of your offer to sell value • Individual work on personal pitch and practice • De ne a global development strategy for a speci c key account • Increase your rate of success by de ning the appropriate

Prerequisites

• 6 digital modules on PIRAT account plan – 1 h • 6 digital modules on PACS account review – 1h

approach strategy for speci c business • Analyses of the decision making unit • How to get the customers’s stakes and objectives.

Organization

• 2 days • Face-to-face session • Maximum 12 participants • Online mobile reinforcement solution • Virtual classroom: semicollective follow up session • Attendance sheets and online course evaluation form

Teaching techniques: This interactive seminar is based on recognized and adapted tools (practical cases, games, videos etc.)

TRAINER

Halifax

Language: english

Costs & Registration click here

Programme manager: Natalie Harvey Coordinator: Linh Truong

TRAINING 2019

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