Σκοπός Σεμιναρίου

• Να κατανοήσει τις ευθύνες και τις υπεθυνότητες που επιφέρει ο ρόλος του Key Account Manager.
• Να σχεδιάζουν το πλάνο εξυπηρέτησης των μεγάλων ή σημαντικών πελατών της επιχείρησης.

Να γνωρίζουν πως μέσα από την αποτελεσματική διαχείριση των πελατών (Accounts) μπορούν να εξασφαλίσουν επικερδής σχέσεις με τους πελάτες που θα χαρακτηρίζονται από πιστότητα και υψηλά επίπεδα εκπαίδευσης.

Το σεμινάριο Απευθύνεται

Το πρόγραμμα απευθύνεται σε Στελέχη Πωλήσεων, Προϊσταμένους ομάδων πωλήσεων, Διευθυντές Πωλήσεων, Field Sales Managers και  Trade Marketing Managers που διαχειρίζονται την πελατειακή βάση της επιχείρησης και διαχειρίζονται μεγάλο αριθμό πελατών με διαφορετική σημασία για την επιχείρηση. Επίσης το πρόγραμμα απευθύνεται σε Territory Managers.

Διάρκεια Σεμιναρίου 

Το σεμινάριο διαρκεί 16 ώρες

Προϋποθέσεις Συμμετοχής στο Σεμινάριο

Η συμμετοχή στο σεμινάριο προϋποθέτει επαγγελματική εμπειρία.

Συνοπτικό Πρόγραμμα Σεμιναρίου

• Εισαγωγή στην κατηγοριοποίηση της πελατειακής βάσης
• Οφέλη για την επιχείρηση
• Σε ποιές κατηγορίες πελατών δεν εφαρμόζεται η κατηγοριοποίηση.
• Βασικές αρχές κατηγοριοποίησης πελατών.
• Μεθοδολογία και ήδη κατηγοριοποίησης
• Διαχείριση μεγάλων πελατών
• Ιδιαιτερότητες των αναγκών μεγάλων πελατών
• Πλάνο διαχείρισης μεγάλων πελατών
• Εξυπηρέτηση μεγάλων πελατών
• Περιοχές Ευθύνης (Territory Management)
• Στοχοποίηση μεγάλων πελατών
• Customer Relationship Management γιαμεγάλουςπελάτες
• Αναφορές και μελέτη στοιχείων μεγάλων πελατών
• Στρατηγικές διαχωρισμού επικερδών και άλλων κατηγοριών πελατών.

Μεθοδολογία Υλοποίησης Σεμιναρίου & Οπτικοακουστικά Μέσα

Πριν την έναρξη του προγράμματος ειδικά ερωτηματολόγια ανάλυσης αναγκών αποστέλλονται σε όλους τους υποψήφιους συμμετέχοντες προκειμένου να γίνει η καταγραφή των εξής στοιχείων:

• Ακαδημαϊκό Υπόβαθρο

• Επαγγελματική Εμπειρία στην προηγούμενη καριέρα

• Τρέχουσα θέση στην Επιχείρηση

• Προσδοκίες που επιθυμείτε να καλύψει το σεμινάριο

• Άλλες παρατηρήσεις σχετικά με την υλοποίηση του Σεμιναρίου

Έντυπο Υλικό

• Σημειώσεις Εισηγητή

The last years have seen a frightening collapse of the world’s

financial system. We all remember the last recession too well, and we know the next one will surely come at some point. In a recession, money is scarce and getting scarcer. Companies trading through these challenging times need to prepare themselves – and fast! Periodically, the world faces negative growth, deflation, falling property prices and rising unemployment. In a recession, there are winners and losers. Many businesses fail. So we must prepare. We must prepare our sales managers and sales teams. Provide them with the skills they need to win business in this new environment.

Approach

DOOR are delivering a seminar which will enable you to rad SELLING IN THE RECESSION. We will show you how your company can actually prosper in times of recession as a result of you implementing the steps learned during these seminars.

Topics

Selling in the recession

What business we are in, what are we selling

“Recession busting Products”

The Elevator Pitch

Core Capabilities & Skills Checker

Competitive Standards

Areas of Competitive Advantage

Training Objectives

At the end of this training you will be able to:

5.Recognize the standards in a recession

Duration

One Day

Program Schedule

Day One

Welcome & Introduction

When Things Slow Down

Decision Making Changes

Six Months is the New Long Term

During a Recession Customers Buy Professionalism

Excellent Product Knowledge

Longer Hours

Competitive Attitude

Time Becomes Even Shorter

Price Becomes More Important Than Value

Different Skills Are Needed

Absolute Professionalism

Productive

Rule Breaker

Close Fast

Flushing Out Objections

Where Does The Power Go

Understand What Business You Are In

Recession Busting Producting

The Elevator Pitch

Selling In The Recession Key Competencies

Competitive Standards

Areas Of Competitive Advantage

Conclusion

Personal Action Planning

This highly practical and interactive training Program will enable account managers to understand the principles and techniques of solution selling – and most important of all be able to apply solution selling tools, which will enable them to become more effective in a variety of direct and indirect sales situations.

We begin by examining the difference between selling solutions and commodities enabling account managers to understand these key differences and increase the parts of their own approach to become more solution orientated. Next we examine an approach towards being customer centric, which enables account managers to see the different phases that people go through when they decide to change a product or a system. Having this understanding of customer centred selling enables account managers to be more strategic, more planned and more effective in their overall approach.

We end the training by looking at how to sell benefits more effectively, how to handle objections, how to close and then finally how to track and maintain excellent relationships with customers.

The training is supported by frequent practical exercises and role plays and is underpinned by an innovative approach towards action planning which helps every delegate to capture information in the moment and then transfer it into work later.

Approach

This training event promises to be enjoyable, interactive and aims to help every one of your account managers to get better results.

Topics

Solutions Selling

Distinguishing Solution Selling Selling from Commodity Selling

Understanding importance of Needs in Solution Selling

Implied needs & explicit needs

Introduction to Customer Perspectives

Training Objectives

At the end of this training you will be able to:

12.Confident in my closing abilities. My tracking and maintenance of clients is systematic and works well for me.

Duration

Two Days

Program Schedule

Day One

Welcome & Introduction

What is Solution Selling?

The Customer Journey

Structured Selling with XDCAM

Advanced Questioning Skills

Building ROI stories

Personal Action Planning

Day Two

Welcome Back

The Solution Selling Benefits

Building the Agreement Staircase

Overcoming Objections

Tracking for success

Personal Action Planning

Strategy is sometimes seen as the domain of the senior manager – the strategy of a business leader is often tied to their vision – to where they are taking their business.

People who work at a strategic level tend to be more senior. They are seen as decision makers, people who can influence, people who can move the business forward.

Those people who are involved in setting strategy are sometimes seen as more capable or more intelligent as others. They have a vision for the future – they have a plan.

Approach

This important two day training program takes the subject of strategy and demystifies it for account managers. It provides a straightforward view of strategy and enables every account manager to grasp this view and then use strategic thinking as an important tool which they can use immediately in order to win new business and keep existing business.

Topics

A General Introduction to Strategy

Process and Culture

The Four Phases of Business Planning

Understanding Bonus Structures

The Decision Making Unit (DMU)

Strategic Models

The Big Strategic Questions

The Boston Matrix

Training Objectives

At the end of this training you will be able to:

4. Learn more about client strategy and use this understanding in order to be more effective in a business situation.

Duration

Two Days

Program Schedule

Day One

Welcome & Introduction

The Big 4 Questions

The Strategic Planning Process

The Cultural Web

Decision Making Units

Personal Action Planning

Day Two

Welcome Back

Bonus Structures

Key Tools for Strategic Awareness

PESTLE

Boston Matrix

Blue Ocean Strategy

Defining Client Strategy

Personal Action Planning