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谁该来参加:
课程概述:
当您处在现实复杂的大客户管理环境中,您可能经常会听到客户发出以下的抱怨:
课程结束后,学员将能够学到:
课程大纲:
o 是否所有优质的大客户都必须是战略伙伴?
o 如何应对不同类型的大客户?
o 哪些大客户应该优先对待?
o 使用R4概念以更好滴维护大客户的关系
o 主要的影响者是支持你还是反对你?
Who should attend?
The Concept:
If you ever are involved in the more complex parts of key account management and selling, you might hear the following complaints from customers rather often:
After this course participants will learn to:
Half day outline:
o Does it mean that all good key accounts have to be Strategic Partner?
o How to deal with each type of Key Account?
o What kind of Key Accounts should have a higher priority?
o Strengthening your relationships with Key Accounts using the R4 concept
o Are the Key Influencers supporting or against you?
Case Study: How to work through the different Relationships in a Key Account
- 需要有条理地加强大客户的产出的大客户经理、销售及客服人员
课程概述:
当您处在现实复杂的大客户管理环境中,您可能经常会听到客户发出以下的抱怨:
- 你并不了解我们的商务情况
- 你不能保证我购买的产品的价值
- 当我们只需要一个有效的方法的时候,你却只在推销你的产品和服务
- 你从不给我们创新的方案来解决问题
- 以及其他种种抱怨。
课程结束后,学员将能够学到:
- 了解并预测大客户的业务需求,以备未来进一步发展与该客户的销售
- 了解并与大客户的主要影响者建立起很深厚的关系
- 做足准备以取得与大客户的最优谈判结果
课程大纲:
- 你的行业在过去5工作中你观察到哪方面的改变?
- 优良大客户销售人员的特质
- 了解你的大客户
o 是否所有优质的大客户都必须是战略伙伴?
o 如何应对不同类型的大客户?
- 筛选合适的大客户
o 哪些大客户应该优先对待?
o 使用R4概念以更好滴维护大客户的关系
- 了解谁是决策者及主要影响者
o 主要的影响者是支持你还是反对你?
- 案例分析:如何梳理大客户中的各个关系
Who should attend?
- Key Account Managers, Customer Service people and anyone who is responsible to grow more business from existing customers
The Concept:
If you ever are involved in the more complex parts of key account management and selling, you might hear the following complaints from customers rather often:
- You just don't understand our business
- You don't substantiate what value we can get from this
- You are just pushing your products and services, but what we need is something that works for us
- You never give us innovative ways to solve our problems
- and so forth.
After this course participants will learn to:
- Understand and anticipate key accounts' business needs so as to grow the account for the future
- Understand and build strong relationships with influential people of key accounts
- Plan and prepare your negotiations with Key Accounts for optimal outcomes
Half day outline:
- What are some of the changes you experience in your industry over the last 5 years?
- Qualities of a good key account sales person
- Profiling Your Key Accounts
o Does it mean that all good key accounts have to be Strategic Partner?
o How to deal with each type of Key Account?
- Qualifying the Right Key Accounts
o What kind of Key Accounts should have a higher priority?
o Strengthening your relationships with Key Accounts using the R4 concept
- Identifying the Key Influencers and Decision Makers
o Are the Key Influencers supporting or against you?
Case Study: How to work through the different Relationships in a Key Account