Seminar Objective:
The program is intended for sales managers and experienced sales executives who communicate with key accounts or conduct complex sales, with the objective of increasing customer satisfaction, repeat purchases, more effective and efficient time management per customer and, consequently, profitability per account.
Methodology
The seminar applies techniques such as specially designed exercises, both individual and group. The objective is the continuous and active exchange of participants’ experiences, as well as the reinforcement of the skills used in the sales process.
Who should attend:
Key Account Managers, Area or Field Sales Managers, Trade Marketing Managers and sales executives who communicate with key accounts or conduct complex sales.
Seminar Content:
- The Role of the Modern Key Account Manager
- Key Account Management
- Understanding the Needs and Purchasing Criteria of Key Accounts
- Systematic Sales Process
- Key Account Management Plan
- Key Account Service
- Territory Management
- Goal Analysis and Profitability per Account/Key Account
- After Sales Support
- Effectiveness in Complex Sales
- Strategy for Approaching Complex Sales: Stages and Tactics
- Developing Customer Relationships
- Selling by a Customer Team
- Selling to a Customer Team
- Effective Presentation in Complex Sales