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Analyze: Step-By Step Methods for Analyzing Customer Accounts

Account managers must have a step-by-step process for analyzing clients. This module examines techniques for gathering and organizing personal background, and the background of the account. The process of identifying basic needs, prioritizing needs and matching needs with products and services is discussed. The module also covers:
  • The decision process - Who are the decision makers and influences?
  • Criteria they will use to evaluate proposals
  • The process of selling from competitive strength

This module is designed for salespersons and managers who need skills in analyzing the potential of customer accounts.

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
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.


By the end of this module, the participants will be able to:

  1. Describe the key background information required for building a client relationship strategy.
  2. Explain the process of identifying priority customer needs and products.
  3. List the three key elements in preparing a decision strategy.
  4. Describe the process of analyzing the competitive factors in the account.

Merit Training Corporation
Phone: 757-546-7703
e-mail: info@merittrainingcorp.com


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