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Billy Ong
Key Account Management
A 2-Days Programme |
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| Programme Outline |
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| › Introduction |
- “After the sales, now what?”
- The importance of account management in tough times
- The 5 levels of sales relationships
- The disease in account management: COMPLANCENCY
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| › The Value Chain of Your Organisation |
- Applying the value chain to determine the “red” spots in your organisations
- The SWOT analysis of your services ability to your clients
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| › The Buying Team [Decision Making Unit] |
- Who’s who in the DMU in your client company to facilitate your sales
- Know what the buyer wants
- What are the forces affecting their business performances. How can you help?
- Know that you, the Sales Person, is important to your organisation.
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| › Negotiation – Selling Strategy |
- Characteristics of effective sales negotiators
- Understand sales negotiations principles
- The importance of “Follow-through” negotiation
- How well prepared are you before negotiate
- Do you know what makes your company unique?
- The five conditions that help to develop a Value-added Service
- The application of the common six benefits to be sold to a prospect
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| HOME > OUR TRAINERS & FACILITATORS > Billy Ong > Key Account Management |
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| › Developing a Relationship-building plan |
- Know and apply the various bonding techniques
- Using the relationship-building form
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| › Managing the Key Account |
- Objectives of managing the account
- Identifying your key account
- Types of communications you can apply to communications with the account
- Know the various types of sales objective
- A typical agenda for a key account review meeting
- The application of the Account Business Plan form
- The application if the Account Action Plan form
- The application of the Account Progress Report form
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| › Control and Measuring Success |
- The application of the following forms:
- The Customer Purchasing Ledger
- The weekly Planner – The Daily Sales Report
- The Monthly Performance Review
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| › Managing Service Breakdown |
- Understand the six steps to serve recovery
- Understand the importance of customer retention
- Case Study: British Airways, Famous Amos, SEA Insurance
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