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Implement: Your Plan for Building Customer Relationships

In implementing account management strategies, taking action is the most important step. This module takes participants through the step-by-step application of the sales process. The module covers:
  • Setting objectives for the relationship
  • Establishing a personal and professional connection
  • Keys to building trust and credibility

AUDIENCE
This module is designed for salespersons and managers needing skills in developing an action plan for selling to customer accounts, using systematic sales development process.

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 problems
  • Discussion on techniques for team development
  • Exercises and presentations
  • Practice sessions and role plays
COURSE MATERIALS
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.

OBJECTIVES OF THE MODULE

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

  1. Name the key elements in building long-term relationships.
  2. List and describe the key aspects of effective objectives.
  3. Elaborate on each of the five sales skills essential to effective relationship building.
  4. List the major knowledge categories most important to a customer.
  5. Identify the primary skills required for effective business development.
  6. Elaborate on each of the primary business development skills.


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



 


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