Training program International Account Management

 

Duration:               2,5 days

Timing:                  09.00 a.m. - 05.00 p.m. & 05.30 p.m. - 07.30 p.m.

                                09.00 a.m. - 05.00 p.m.

 

 

Objectives:

After the course the participants will be able to:

·          Position the presentation versus key competitors and customer needs

·          Prepare for the presentation (of the detailers)

·          Present effectively, making the right claims (from the detailers)

·          Show the benefits of their solutions effectively

·          Prepare and deliver “group presentations”

·          Handle customer questions and objections

·          Explain what Strategic Account Management is

·          Identify key accounts and prioritise their time based on the analysis

·          Analyse the probability of a deal in some key prospect
(and after the course for ALL their prospects)

·          Ask situation questions, problem questions and process questions

 

Indicative program:

·          Introduction and Objectives

·          Refresher on Selling Skills

·          Refresher on Sales Presentations

·          Refresher on Territory Management

·          Strategic Account Management

·          Probability analysis

·          Team selling

 

Timing of the themes during the course will depend on objectives set during the first point of above program indication

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