Two day intense and interactive training Sales is all about managing your accounts properly, especially that 20 % of you customers that generate 80 % of your revenue and profit. In this program we will audit your current account management and give you tools and ideas to improve your impact. Module 1: How well do I know my accounts? Segmentation and criteria for segmentation Profitable, strategic and nice customers Exercise: screening of the portfolio The business strategy of my accounts The customers of my customers The decision maker and the decision processes My market share with these accounts The competition with these accounts Cost and profit SWOTCA Action plan Module 2: How well do I manage my acounts? Rebuying rate and customer loyalty Upselling and crossselling Brickwalling and locking devices Product and services mix Forecasting Audit Exercise: Audit of my account management Module 3: Account planning Objectives Long term planning Short term planning Quantitative and qualitative approach Efforts and results Exercise: make an good account plan Module 4: Reality check Elaborate the account plan Present the account plan Feedback on the account plan Light and heavy version of the account plan Best practices Module 5: Customer meetings Prepare the meeting Execute the meeting Debrief the meeting Best practices This program is offered on an in-company basis only and will be adapted to the specific business situation by means of customized business cases and exercises. For more information, send a mail to sales@valueselling.be
		Jan Flamend  mobile: +32 496 57 40 25  -  fax: +32 16 73 49 05             |             Geert Ramaut   mobile: +32 484 292 100