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Strategize: Planning and Prioritizing Customer Accounts
Proactively
managing an account means planning and strategizing on where you would
like the account to go. This modules covers essential skills for planning
an account strategy, including:
- Priority products and services
- Opportunities to cross sell and
upsell
- Planning resources
AUDIENCE
This module is designed for salespersons and managers needing skills
to upsell and cross sell customer accounts into higher sales volume,
other products or complementary services.
FORMAT AND LENGTH
This module can be presented in two to four hours, depending on
participants' skill level and teaching objectives. The module includes:
- Break out groups to solve team
problems
- Discussion on techniques for team
development
- Exercises and presentations
- Practice sessions and role plays
COURSE MATERIALS
The participant's workbooks contain reference text
and exercises, are bound and three hole punched. The module is divided
into three sections, one for each phase of training: the Pre-Workshop
Assignment, the Workshop Material, and the Post-Workshop Action Items.
Participant's workbooks can be used for classroom instruction or on
a self-paced basis.
The leader's guide contains the same material as
the participant's workbook, with the addition of a section of introductory
notes, answers to exercises and explanatory margin notes. The leader's
notes contain tips and techniques on setting up and administering
the session, checklists, and other teaching aids. Other beneficial
components include:
- A listing of suggested videos
which complement the material.
- Notes which highlight key points,
provide tips for training, and detail competencies to be gained.
- Margin Notes on the workshop
materials which guide the leader through the material and indicate
when to ask questions, encourage discussion, use flip charts,
break into groups, and refer to specific material.
OBJECTIVES OF THE MODULE
By the end of this module, the participants
will be able to:
- Describe the content categories
of a Client Strategy and Action Plan presentation.
- List the key elements
of a Personal and Professional Strategy.
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List the key elements of
a Product Strategy.
- List the key elements
in a Decision Strategy.
- List the key elements
in a Competitive Strategy.
- Make a Presentation of
a Client Strategy and Action Plan.
Merit Training Corporation
Phone: 800-677-1667
e-mail: info@merittrainingcorp.com
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