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Strategize: Planning and Prioritizing Customer Accounts

Proactively managing an account means planning and strategizing on where you would like the account to go. This modules covers essential skills for planning an account strategy, including:
  • Priority products and services
  • Opportunities to cross sell and upsell
  • Planning resources

This module is designed for salespersons and managers needing skills to upsell and cross sell customer accounts into higher sales volume, other products or complementary services.

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 content categories of a Client Strategy and Action Plan presentation.
  2. List the key elements of a Personal and Professional Strategy.
  3. List the key elements of a Product Strategy.
  4. List the key elements in a Decision Strategy.
  5. List the key elements in a Competitive Strategy.
  6. Make a Presentation of a Client Strategy and Action Plan.

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


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