Selling to
Key Accounts
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Brookfield's
Motivational Factors for Adult Learning:
Participation in learning is Voluntary
Self-worth is recognisedFacilitation is Collaborative
Needs to be dynamic with much Activity
Should cause a spirit of Critical Reflection
The objective is self-directed and empowered people
"Give a man a fish and you feed him for a day. Teach him to fish and you feed him for life"
Innovation
in the Approach
Adding Customer Value
Forecasting
Tactics and Teams
Learning Objective:
This
Workshop will help you to:
-
develop a practical and innovative approach to profitable key account business
-
understand and add value to your Customer’s business
-
sell more and forecast more accurately
-
sharpen your sales tactics
-
build a winning account team.
Target Audience:
Sales
representatives and key account managers who plan large sales and ongoing
relationships with Key Accounts.
Content:
Key
Accounts are different, the fundamentals of preparing practical plans, planning
winning sales campaigns, account planning for working partnerships.
Participants
will be given a campaign planner for subsequent use.
Length: Two full days.
Format: Workgroup interactive, practical exercises
Maximum number Participants/facilitator: 16
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Revised and updated 2011
Page updated 9th April 2011