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大客户管理(英文授课)

  • 开课时间: 2017年7月6日 周四 2017年7月7日 周五 查看最新上课时间
  • 开课城市: 上海
  • 培训时长:2天
  •  
  • 课程类别: 销售管理
  • 主讲老师:待定(查看该老师更多课程)
  • 课程编号: 49591
  • 查找同类课程
大客户管理(英文授课)其它上课时间:

培训对象:

* National or international sales directors in charge of large accounts; sales engineers or key account managers; sales managers

培训内容:

课程收益:

Inthecontextofglobalisation,knowinghowtoproduceawinningcommercialstrategyandprovidetheexcellentserviceexpectedbykeyaccountsarebothkeyelementsindevelopinglongtermrelationships.
Optimisingportfoliosandretainingkeyaccountsbringaddedvaluebybuildingawin/winrelationshipbetweenclientandsupplier.
Thisprogrammesupportskeyaccountmanagersastheydesigntheirsalesstrategyusing4majorroles;managingtheirknowledgeoftheclients`background,managingbusinessplans,managingthecustomerrelationship,managingteamsandprojects.

课程大纲:

*Assessingand/orclarifyingtheirjobscope
*Buildingatoolboxtobeincommandofeveryaspectoftheirjob
*Solvingthemainissuestheyhavetodealwithonthejob
*Rollingoutanactionplantomanagetheiraccountsefficiently
1.Thekeyaccountmanager’srole
*Definingkeyaccountmanagement
*Organisingkeyaccountmanagement
2.Thekeyaccountmanager:managingknowledge
*Theexpertandtheconsultant
*Understandingcustomersindepth
*RunningtheSWOTanalysis
3.Thekeyaccountmanager:managingbusiness
*Generatingandbuildingbusiness
*Theaccountbusinessplan
*Theaccountplanningprocess
4.Thekeyaccountmanager:managingrelationships
*TakingupPR
*Identifyingandinvolvingkeyplayers
*Analysingrelationshipeffectivenesstofine-tunestrategy
5.Thekeyaccountmanager–projectandteammanager
*Theroleascoordinatorresponsiblefortheactionplan
*Organizingimplementationandmobilizingtheteam
*Guidingdevelopmentoftheactionplan
*Developingcooperationandavoidingconflicts

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