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Organize: Consistent Contact with Customer Accounts
 Systematic,
consistent contact is essential with clients. This module provides
insight on how to build and maintain long-term relationships with
clients. Included is a discussion on:
- Involving experts
- Cross-functional team selling
- Systems for contact management
AUDIENCE
This module is designed for salespersons and managers needing skills
on organizing the people, resources and systems to better respond
to customer needs.
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:
- Name the two key factors
in organizing their resources.
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Identify the key members
of their team.
- List the key steps in
working with fellow team members.
- Elaborate on the primary
elements of effective follow-up.
Merit Training Corporation
Phone: 800-677-1667
e-mail: info@merittrainingcorp.com
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