Implement: Your Plan for Building Customer Relationships
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
- Keys to building trust and credibility
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
- 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:
- Name the key elements
in building long-term relationships.
- List and describe the key
aspects of effective objectives.
Elaborate on each of the five
sales skills essential to effective relationship building.
- List the major knowledge
categories most important to a customer.
- Identify the primary skills
required for effective business development.
- Elaborate on each of the primary
business development skills.
Merit Training Corporation