Account Management and Strategic Selling
Setting account goals and defining a sales strategy for key accounts how to monitor success
This training is for Sales Managers and Directors.
Seminar Goals
Participants will learn how to strategically and competently define key accounts and separate them from prospects. In addition they will explore the requirements needed to set up a systematic account management system within the sales department. The participants will also understand how to monitor the account development and to improve long term sales revenues. They will discuss innovative ways for contracting new corporate customers in tougher markets.
Duration: 2 Days
Seminar Topics
- The current marketing in the global corporate hotel world
- RFP Processes for corporate agreements
- Impact for Travel Management Systems in the future
- Criterion to measure an account performance
- Evaluation and categorization of an account
- Key criterion for account performances
- Setting account goals for the account manager
- Defining annual account strategies
- Enhancing the booker and decider network within an organization
- Account management of local corporate customers
- Identifying the needs and requirements of the customer during a follow-up sales calls
- Analyzing the sales performance of an account
- Defining an annual account call frequency
- Defining the need of sales man power for an effective sales team
- Various types of corporate contract models
- Developing strategies for the acquisition of new customers
- Practical examples, team exercises
Find Out More
- Call 07799 767 326 or eMail us
