Description
Who is this training for ?
For whom ?Prerequisites
Training objectives
Training program
- Define your targets Analyze your customer portfolio. Evaluate the potential of the account.
- Cross account attractiveness and probability of success.
- Select targets with the highest added value.
- Scenario Practical account prioritization workshop.
- Develop your customer network Identify new major account purchasing processes.
- Identify all the players to know about the major account.
- Build your relational action plan.
- Prepare your PITCH.
- Use social networks to prospect the account.
- Scenario Training to deliver a powerful pitch.
- Analyze the major account
- Collect and analyze relevant information.
- Organize your monitoring of the account: take advantage of social networks.
- Finalize the analysis.
- Scenario Transposition to your target account.
- Build your key account strategy Define your value proposition: the account plan.
- Build the commercial action plan by distinguishing short term and medium term.
- Decide on the GO/NO GO on each business.
- Work scenario in a group on a practical basis.
- Develop your internal network Sell your action plan to your hierarchy.
- Mobilize internal resources without hierarchical authority.
- Scenario Diagnosis of your leadership style.
- Remote activities
- To discover a subject related to your training: two e-learning modules 'Building an interpersonal communication strategy'; 'Building and managing an action plan'.
