Selling at an executive level doesn't stop when the contract is signed. To develop the business and prevent attack from the competition, major accounts need nurturing. This course illustrates how knowledge of various corporate cultures will give you a customer compatible approach that safeguards and maximizes your account revenue.
Target Audience
Salespeople who sell at an executive level and obtain and maintain key accounts; salespeople who want to move into executive sales roles; and any sales managers with responsibility for coaching existing executive-level salespeople or those who have been recently promoted or appointed.
Lesson Objectives
A Strategy for Development
- recognize the benefits of developing strategic customer accounts.
- from given information about a key account, determine to what stage the account has developed.
- determine the level of potential for strategic partnership, given details of a key account relationship.
- recognize the benefits of taking a close-range, medium-range, and long-range perspective of key clients.
- from information supplied, determine the account development opportunities afforded by change within a client company.
Effective Account Management
- identify how effective account management assists the development of a key account.
- differentiate the skills and characteristics required to manage a key account from those of selling to a key account.
- identify the advantages of using cross-functional teams to support and develop key accounts.
- within a given scenario, ensure effective knowledge sharing within a key account support team.
Account Retention--the Foundation for Growth
- recognize how increased client retention improves the development of key accounts.
- within a given scenario, build or maintain customer loyalty in a key account client by fulfilling the appropriate levels of customer expectation.
- within a given scenario, respond appropriately to a complaint from a key account client.
- in a given situation, ascertain the performance improvements required to increase the satisfaction of a key account client.