Introduction
Strategic Account Management and Business Development focuses on training Sales Professionals to maximize their results with current clients while developing business and securing new customers. Maximizing account penetration and positively impacting the buying decision is a critical skill that leads to long term, profitable business results. Identifying new opportunities and converting them into additional revenue streams is an expertise that provides for long term organizational growth and prosperity. This course shares the knowledge and tools that lead to long term account growth, retention and success.
Who Should Attend?
Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel and others who are involved in commercial activities at all levels of the organization.
Duration:
5 Days
Objectives
Define the key account management's main functions and best practices.
Recognize the importance of re-defining businesses processes to match the ever changing market and customer requirements.
Produce clear sales and marketing differentiators to neutralize competition (value-based proposition).
Design and use financial ratios and KPIs to measure their operations' effectiveness.
Use leadership, negotiation and power proposals to leverage their business and lead the national key account team.
Content
Key Account (KA) Management: Overview and Best Practices
Key Account Management: An Overview
The New Landscape of Account Management
Understanding the Buy-Sell Ladder Model
Key Account Analysis and Qualifying
The Key Account Manager as a Business Developer
Understanding and Working the Customer Loyalty Ladder
Building Client Chemistry with F.O.R.M
The Business and KA Planning ProcessUsing the STAR Business Planning Process:
Strategic Analysis
Targets and Goals
Activities
Reality Check
Re-Defining Your Processes for Breakthrough Results
Reengineering Your Team Selling Process to Avoid Mistaking Motion for Action
Reviewing the Selling Process
Identifying your Unique Selling Propositions (USPs) and Distinctive Selling Points (DSPs)
Creating a Competitive Analysis Matrix Using USP and DSP to Neutralize Competition
Designing and Implementing Key Performance Indicators
Creating a Balanced Scorecard (Business Performance Audit)
Effective Negotiation Skills
The Definition of Negotiation
The Difference Between Persuading and Negotiating
The Negotiation Process
The Phases of the Purchasing Decision
Influencing Decision Criteria
Effective Concession Management During Negotiation
Completing Your Negotiation Plan
Building and Leading the National Key Account Team
Stages in Team Formation
Building a High Performance Team
Defining Team Roles
The Team Motivation Mix
Management versus Leadership
Practices of Exemplary Leaders (Industry Practices)
Writing Business Proposals that Sell
Writing a Typical Business Proposal
Formatting Tips and Tricks for Winning Proposals
Creating Your Own Proposal Template Using a Suggested Proposal Format Guide
General Notes
All our courses can be Tailor-made to participants needs
The participant must be conversant with English
Presentations are well guided, practical exercise, web based tutorials and group work. Our facilitators are expert with more than 10years of experience.
Upon completion of training the participant will be issued with Forescores development center certificate (FDC-K)
Training will be done at Forescores development center (FDC) center in Nairobi Kenya. We also offer more than five participants training at requested location within Kenya, more than ten participant within east Africa and more than twenty participant all over the world.
Course duration is flexible and the contents can be modified to fit any number of days.
Register as a group of more than two and enjoy discount of (10% to 50%) plus free five hour adventure drive to the National game park.
For any enquiry at: training@fdc-k.org or +254712260031
Website: www.fdc-k.org
Click to view course content and register as individual or group using this link
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Date: 02 March 2020
to 06 March 2020
Time: 09:00 - 16:00
Venue: Foscore Development Training Center, Abuja