Two Day Sales Relationship Management Course
Presented by Mandy Meadway, Denny Training
Course objectives
This 2 day programme focuses on existing and potential new Client Relationships and identifies ways to build and improve them. The customer holds the power; they are pressurised through choice (internet etc.). Managers have a duty to their sales people in developing their relationship management skills that will be well rewarded with increased customer loyalty, increased customer spend and increased profitability.
“Sales people today should be farmers as well as hunters and be skilled in relationship building for the long term” Richard Denny
The course content includes:
- The Customer Driven Marketplace
- The Relationship Professional
- Relationship Management Principles
- Selling into a portfolio of clients
- Understanding the client perspective
- Portfolio Opportunity
- Essential Selling Skills
- New Business Acquisition
- Personal Action Plans
Who should attend?
This course is aimed specifically at Account Managers, Relationship Managers, Project Managers and other relevant people who are tasked with delivering excellence at the client interface. These interactions can be individual or as part of a bid & delivery team. It is designed to improve conversion rates and maximise opportunities to generate business from client contact.
It is ideal for anyone who is involved with new or existing accounts, and is also a useful refresher for seasoned and experienced Relationship Managers.
The results
Included in the programme are delegate’s own, client based case studies, that require specific actions and presentations from delegates post course. By analysing and considering the potential within their chosen clients, delegates can understand how their clients operate and from this build longer, more profitable relationships.
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