Analyze: Step-By Step Methods for Analyzing Customer Accounts
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
This module is designed for salespersons and managers who need skills
in analyzing the potential of customer accounts.
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
- Discussion on techniques for team
- 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
- 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:
- Describe the key background
information required for building a client relationship
Explain the process of identifying
priority customer needs and products.
- List the three key elements in
preparing a decision strategy.
- Describe the process of analyzing
the competitive factors in the account.
Merit Training Corporation