Major Account Selling
Duration:
Two days
Description:
Upon completion of this workshop, participants will be able to increase revenue yields from key accounts, increase overall penetration rates of accounts, and improve management of resources used to maintain accounts.
Performance-Based Objectives
- Increase revenue yields from key accounts
- Increase overall penetration rates of accounts
- Improve management of resources used to maintain accounts
- Identify and prioritize high value sales opportunities
- Set and maintain relationship goals and coverage plans
- Identify and allocate appropriate resources
- Improve or maintain high levels of customer satisfaction
- Develop a customer briefing which communicates the value of the relationship
- Increase penetration and revenue production
- Improve customer satisfaction
- Maintain high levels of profitability and on-going account relationships
- Convey a message of value to senior executives in the account