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.

With these concerns in mind, the "Key Account and Business Model Mapping" program was created as a result of 1-to-1 coaching with key accounts sales people from a variety of industries that involve complex key account situations across 13 cities in Asia.

This program has been tried, modified, and re-tested to make sure that sales people deliver sustainable business results for customers, especially in the Asian context.

After this training program, you shall be able to:

1. Understand and anticipate key accounts' business needs so as to grow the account for the future
2. Understand and build strong relationships with influential people of key accounts
3. Allocate the right roles for each key account team member to service the key account as a team

当您处在现实复杂的重要客户管理环境中，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。

"大客户销售及商务模式画布"课程就是针对此类问题而开发的课程，它是一门建立在对亚洲13个城市各行各业大客户销售人员所进行的"一对一"辅导的实践结果上。

本课程已经过多次尝试、修订和再实践，以确保其对销售人员的实用结果，尤其适用于亚洲商务环境。