Managing Sales Accounts

MODULE 1: Introduction and Course Overview


MODULE 2: Identifying Key Accounts
Learning outcomes: Know how to define what is and what isn't a key account by examining criteria that sets customers, prospects and accounts apart.
Topics covered:

• What is a Key Account?
• Assessing the Value of a Key Account
• Your Key Account Hit List
• Who Should We Spend Our Time With?

MODULE 3: Building Profitable Relationships
Learning outcomes: Identify the Influencers and Decision Makers, and know how to prospect and influence the best outcome.
Topics covered:

• Identifying Key Individuals
• Prospecting
• Influencers and Decision Makers
• Talking to the Right Key Individuals
• Making that Good First Impression
• How to Win Friends and Influence People
• Dale Carnegies Six Principles of Relationship
• Whats In It For Me? (WIIFM)
• Honesty and Integrity

MODULE 4: Writing Effective Proposals
Learning outcomes: Use basic key prompts and templates to help you define clearly and accurately "what's in it for them" in your proposals.
Topics covered:

• How to Construct a Proposal
• Important Factors to Consider
• Putting it all Together

MODULE 5: Managing Customer Expectations
Learning outcomes: Understand what your customers want, and set realistic expectations so they can be managed in a professional way.
Topics covered:

• What Do Customers Want?
• Setting Clear Expectations
• Dealing with Unreasonable or Unrealistic Expectations

MODULE 6: Planning Customer Contact
Learning outcomes: Understand the clear expectations that customers have, and know how to set and manage those expectations.
Topics covered:

• The Benefits of Planning Contact with Our Customers
• Tips for Planning Contact with Customers

MODULE 7: Developing Your Key Account Strategy
Learning outcomes: Know how to best describe your customers and set plans that formulate a strategy which targets long term loyalty and stronger relationships.
Topics covered:

• Putting Your Strategy Together
• Types of Key Accounts
• Setting Objectives
• Action Points: Steps to Success

MODULE 8: Negotiation Tactics
Learning outcomes: Know and use the concepts of positional bargaining, the strengths of what you offer, what's in it for them, and see how to develop your plans.
Topics covered:

• Problems with Positional Bargaining
• Open up the Negotiation
• 11 Points for Better Negotiation
• You Have Alternatives
• Reverse Psychology in Negotiation

MODULE 9: Meetings and Your Time
Learning outcomes: Create meaningful and profitable objectives for business meetings, which can be one of the greatest opportunities for increasing sales.
Topics covered:

• Getting a Face to Face Visit
• Bad Practice with Customer Visits
• Justifying the Meeting
• Objectives for the Meeting

MODULE 10: Successful Customer Meetings
Learning outcomes: What to do before, during and after the meeting to maximise the benefits and get results.
Topics covered:

• What to Do Before the Meeting
• What to Do During the Meeting
• What to Do After the Meeting

MODULE 11: Your Personal Action Plan