Sales Territory and Time Management Course Schedule
Type a city name
Venue | Start Date | End Date | Details |
---|---|---|---|
Istanbul , Turkey | 1 - 10 - 2023 | 5 - 10 - 2023 |
|
Dubai , UAE | 8 - 10 - 2023 | 12 - 10 - 2023 |
|
Paris , France | 8 - 10 - 2023 | 12 - 10 - 2023 |
|
London , UK | 15 - 10 - 2023 | 19 - 10 - 2023 |
|
Kuala Lumpur , Malaysia | 22 - 10 - 2023 | 26 - 10 - 2023 |
|
Istanbul , Turkey | 5 - 11 - 2023 | 9 - 11 - 2023 |
|
Kuala Lumpur , Malaysia | 12 - 11 - 2023 | 16 - 11 - 2023 |
|
Dubai , UAE | 19 - 11 - 2023 | 23 - 11 - 2023 |
|
Paris , France | 19 - 11 - 2023 | 23 - 11 - 2023 |
|
Dubai , UAE | 26 - 11 - 2023 | 30 - 11 - 2023 |
|
Paris , France | 26 - 11 - 2023 | 30 - 11 - 2023 |
|
London , UK | 26 - 11 - 2023 | 30 - 11 - 2023 |
|
Kuala Lumpur , Malaysia | 26 - 11 - 2023 | 30 - 11 - 2023 |
|
Dubai , UAE | 3 - 12 - 2023 | 7 - 12 - 2023 |
|
Paris , France | 3 - 12 - 2023 | 7 - 12 - 2023 |
|
Istanbul , Turkey | 10 - 12 - 2023 | 14 - 12 - 2023 |
|
London , UK | 17 - 12 - 2023 | 21 - 12 - 2023 |
|
Kuala Lumpur , Malaysia | 24 - 12 - 2023 | 28 - 12 - 2023 |
|
Kuala Lumpur , Malaysia | 7 - 1 - 2024 | 11 - 1 - 2024 |
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Istanbul , Turkey | 14 - 1 - 2024 | 18 - 1 - 2024 |
|
Dubai , UAE | 21 - 1 - 2024 | 25 - 1 - 2024 |
|
Paris , France | 21 - 1 - 2024 | 25 - 1 - 2024 |
|
London , UK | 21 - 1 - 2024 | 25 - 1 - 2024 |
|
Kuala Lumpur , Malaysia | 21 - 1 - 2024 | 25 - 1 - 2024 |
|
Dubai , UAE | 28 - 1 - 2024 | 1 - 2 - 2024 |
|
Paris , France | 28 - 1 - 2024 | 1 - 2 - 2024 |
|
Dubai , UAE | 4 - 2 - 2024 | 8 - 2 - 2024 |
|
Paris , France | 4 - 2 - 2024 | 8 - 2 - 2024 |
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Istanbul , Turkey | 11 - 2 - 2024 | 15 - 2 - 2024 |
|
Kuala Lumpur , Malaysia | 18 - 2 - 2024 | 22 - 2 - 2024 |
|
London , UK | 25 - 2 - 2024 | 29 - 2 - 2024 |
|
Istanbul , Turkey | 3 - 3 - 2024 | 7 - 3 - 2024 |
|
Dubai , UAE | 10 - 3 - 2024 | 14 - 3 - 2024 |
|
Paris , France | 10 - 3 - 2024 | 14 - 3 - 2024 |
|
London , UK | 10 - 3 - 2024 | 14 - 3 - 2024 |
|
Kuala Lumpur , Malaysia | 10 - 3 - 2024 | 14 - 3 - 2024 |
|
Dubai , UAE | 17 - 3 - 2024 | 21 - 3 - 2024 |
|
Paris , France | 17 - 3 - 2024 | 21 - 3 - 2024 |
|
Kuala Lumpur , Malaysia | 24 - 3 - 2024 | 28 - 3 - 2024 |
|
Kuala Lumpur , Malaysia | 7 - 4 - 2024 | 11 - 4 - 2024 |
|
Istanbul , Turkey | 14 - 4 - 2024 | 18 - 4 - 2024 |
|
Dubai , UAE | 21 - 4 - 2024 | 25 - 4 - 2024 |
|
Paris , France | 21 - 4 - 2024 | 25 - 4 - 2024 |
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London , UK | 28 - 4 - 2024 | 2 - 5 - 2024 |
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Course Description
Introduction
This program is designed for:
Account managers, sales managers, sales people who are managing Key Accounts or have limited experience in managing customers in a Business to Business environment.
Objectives
- Produce better margins and make more profits.
- Devise action plans to prioritize efforts for maximum results.
- Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
- Understand the buying process and close more sales.
- Identify, evaluate and prioritize opportunities for business and relationship development.
Content
Key Account (KA) Management (KAM)
- Definition of Key Account Management
- Setting the Rules for Qualifying Key Accounts
- CRM: The Key For Managing Customer Profitability
- Linking CRM to KA Management and Customer Lifetime Value
Account Analysis: A Necessary Step Towards Defining and Selecting KA
- The Single-Factor Models
- The Portfolio Models
- The Decision Models
- Cost per Call and Break-Even Sales Volume Computation
- Selection Criteria and Measuring Attractiveness
- Use of Resources versus Cost to Serve
Key Account Relational Development Model
- Partnership Defined
- The Partnership Skill Set
- Pre Relationship Stage
- Early Relationship Stage
- Mid Relationship Stage
- Partnership Relationship Stage
- Synergetic Relationship Stage
- Reasons for Divesting Partnerships
- The KA Quiz
The Key Account Planning Process (KAP)
- Account Planning Process Criteria
- Analyzing the Customer, Past Business and Competition
- The Competitive Analysis Matrix
- The Customer Expectation Benchmark Matrix
- Developing Account Strategies
- Use of SWOT and TOWS Analyses
- Strategy Development Tools
- Template for Key Account Management Planning
The Critical Role of Key Account Managers
- Understanding the Role and Responsibilities of Key Account Managers
- Harnessing Daily To-Do-Lists to Optimize Sales Productivity
- Identifying and Working with Different Personality Styles
- Presentation Skills for Key Account Managers