Seminar
Developing and Managing Key Accounts
As the important resources for revival and development of enterprises, key accounts are always the main battlefield of competition. So who are our potential key accounts? How to build cooperation with them? How to maintain the current key accounts?
Based on the above three questions, this training will guide participants to systematically pay close attention to key accounts, thus being more competitive in the market.
Based on the above three questions, this training will guide participants to systematically pay close attention to key accounts, thus being more competitive in the market.
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
Summary
As the important resources for revival and development of enterprises, key accounts are always the main battlefield of competition. So who are our potential key accounts? How to build cooperation with them? How to maintain the current key accounts?
Based on the above three questions, this training will guide participants to systematically pay close attention to key accounts, thus being more competitive in the market.
Based on the above three questions, this training will guide participants to systematically pay close attention to key accounts, thus being more competitive in the market.
Attendees
* Salesmen and account managers in charge of developing and maintaining key accounts
* Sales managers who track and manage those salesmen in charge of key accounts
* Sales managers who track and manage those salesmen in charge of key accounts
01
Preparation before seminar
02
Outlines
1. Recognition and positioning of the key accounts
* Understanding your market, segmentation and key accounts
* Tasks of sales team while facing key accounts
* Differences between key accounts and general customers
* Analyzing sales organization and resource of the key accounts
2. Strategic management of the key accounts
* Strategic analysis of the key accounts
* Key accounts demand analysis
* Positioning analysis to DMU of key accounts
* Collecting important information effectively
* Setting up your relevant and proper action plan
* Setting your tailor-made sales proposal
3. How to analyze the key accounts
* Understanding the SWOT analysis of client’s culture, situation, product and market
* What’s your product’s value and added value
* Client’s expectation to the sales people
* Identifying the purchasing procedure and strategic function of the client
* Selling and purchasing style analysis
* Reinforcing the consultative selling skills – 6 steps
* Key accounts strategic questioning
* Using FAB and Q-FAB-Q presentation skill
* How to handle clients’ objections and misunderstanding
4. Sales negotiation and consultative sales style while facing key accounts
* Differentiating your solutions to gain awareness, acceptance and consideration
* Negotiation power analysis
* Five golden principles of the sales negotiation
* Understanding clients’ needs and analyzing personalized needs
* Practical case analysis
* Understanding your market, segmentation and key accounts
* Tasks of sales team while facing key accounts
* Differences between key accounts and general customers
* Analyzing sales organization and resource of the key accounts
2. Strategic management of the key accounts
* Strategic analysis of the key accounts
* Key accounts demand analysis
* Positioning analysis to DMU of key accounts
* Collecting important information effectively
* Setting up your relevant and proper action plan
* Setting your tailor-made sales proposal
3. How to analyze the key accounts
* Understanding the SWOT analysis of client’s culture, situation, product and market
* What’s your product’s value and added value
* Client’s expectation to the sales people
* Identifying the purchasing procedure and strategic function of the client
* Selling and purchasing style analysis
* Reinforcing the consultative selling skills – 6 steps
* Key accounts strategic questioning
* Using FAB and Q-FAB-Q presentation skill
* How to handle clients’ objections and misunderstanding
4. Sales negotiation and consultative sales style while facing key accounts
* Differentiating your solutions to gain awareness, acceptance and consideration
* Negotiation power analysis
* Five golden principles of the sales negotiation
* Understanding clients’ needs and analyzing personalized needs
* Practical case analysis
03
Follow-up after seminar
Objectives
Schedules
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