Business Training Key Account Management - Seminar / Kurs von Institut für Verkauf und Marketing, IVM

In this seminar you will discover in a concise way how to develop your sales-area and customer potential, how to make fuller use of top customer potential, and how to manage customer value analyses.

Inhalte

In addition you will learn how to plan and carry out strategic customer development, how to plan and carry out customer scoring and customer appeal analyses, and how you can approach more closely your individual achievement targets through the deployment of highly efficient resources.

  • Identification of Key Accounts (viewed strategically or operatively)
  • Recognizing customer potential and managing a strategic customer development planning
  • UCP versus USP and individualizing the customer benefit
  • Managing and competitively communicating product, price and ancillary services
  • Customer development planning, combining individual achievement targets and business planning
  • Customer structure analyses, customer scoring, customer appeal portfolio
  • Optimal area and customer development, tenders, offer management, lead management and the efficient integration of office-based sales staff
  • Methodology
    • impulse presentations by the trainer
    • practical exercises
    • practice transfer
    • group work
    • case study (or studies)
    • Reach your targets quickly and efficiently

Zielgruppen

  • Sales assistants
  • marketing assistants
  • employers wishing to sell more effectively
  • technicians
  • salesmen
  • area managers regional managers
  • account managers
  • office-based sales staff
  • key account managers
  • department and division leaders in sales and marketing
  • directors

SG-Seminar-Nr.: 2573757

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