．Program Description
Today's sales professionals as Account Managers covering critical accounts large and small have the responsibilities to identify sales leads in the market, generate demands for their products, compete and win deals to meet their target, develop and maintain good relationship with their customers, all within a finite resource support environment. This program offers tools and methodologies to help these professionals better plan and use the available resources to tap into new accounts while achieving sales targets and not losing customers on hand to competition.
．Program Objectives
This program enables the participants to:
- Develop a methodology to better manage the accounts and to generate more revenue opportunities
- Appropriately select and focus on the right accounts and opportunities to meet short and long term sales targets
- Build customer retention strategies to sustain continuous business growth
- Integrate marketing techniques to cover funnel management and account penetration
- Balance the use of available resources to support various sales process demands
- Utilize sales account planning tools to achieve the overall sales goal
- Provide a common language among sales teams and within the organization
．Program Topics
The program covers the following:
- Realizing the obligations and rewards of reaching the top level of sales profession as Account Manager
- Explaining the key to success in account management in terms of sales productivity and resource management
- Reviewing the planning process and understand its impact on account management
- Appreciating the importance of account profiling and evaluating the current status of accounts on hand
- Studying the prioritization and classification process in account management
- Identifying the appropriate coverage strategies to effectively manage respective categories of customers
- Introducing structured mapping and planning tools to help an Account Manager determine the approaches in managing a key account
- Examining how understanding customer's critical business issues can lead to generating sales opportunities
- Reviewing the essentials in sales process planning to determine which available opportunities within a key account should be pursued
- Recognizing the elements of marketing techniques and resources that can be leveraged to establish customer relationship management strategies
．Program Length
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