TRAINING COURSE

Online Training Courses for Sales Engineers & Technical-Sales Representatives

Customer Relationship and Key Account Management

START DATE:

Starts On-Demand / Immediately

ENROLLMENT

LOCATION:

ONLINE
E-LEARNING

LANGUAGE:

ENGLISH

DURATION:

2 MONTHS
40 HOURS

By completing our Technical-Sales Training Courses, participants will be able to:

Acquire skills for interpersonal communication, effective negotiations, value-based sales presentations, consultative selling, business argumentation, and after-sales service.

Efficiently manage selling processes, planning, prospecting, reaching customers forecasting, following up leads, developing customers, highlighting value proposal, and closing sales.

Become a more effective negotiator with proven techniques for building and maintaining relationships, applying appropriate power and influence, structuring agreements, and developing buy-in.

Identify your organization’s value proposition and understand customer’s pain in a technical consultative way, to increase success in acquiring new customers and building loyalty.

Handle technical selling with confidence, build powerful relationships, implement a plan for managing accounts strategically based on account mapping and customer focus.

WHO SHOULD ATTEND?

Our sales training is aimed at salespeople with a multidisciplinary technical profile involved in commercial & sales positions, interested in expanding or perfecting their knowledge, sales skills, and professional competencies in the technical-sales world.

Sales Engineers
Key Account Managers
Business Development Managers
Consultative Sales Specialists
Technical Sales Representatives
Other B2B Sales Executives

TEAM OF TUTORS

The team of tutors for these courses is made up of qualified professionals from different countries, worldwide. Our teachers are industry experts, have extensive experience and expertise in technical selling; they are all passionate about their areas of know-how and will ensure you achieve your personal development goals.

PROGRAM STRUCTURE & CONTENTS

– Building Strong Customer Relationships

– Account Management for Business Development

– Generating Customer Loyalty and More Business

– Account Mapping and Key Player Map Development

– Customer’s Fingerprint for Account Management

– Creating a Proficient Account Plan Workbook

– Orchestrating a Frame Agreement Partnership

– Management of Third-Party Commercial Channels

READINGS, LECTURES & VIDEOS:

Relationship Marketing in Sales
Powerful Proposals. Technical Proposals
Powerful Proposals. The A+Proposal
Powerful Proposals. Win Credibility and Acceptability
The Key to High Customer Satisfaction Results
Transform Key Customers into Unassailable References
Winning Proposals. Lead to More Contracts
Key Account Management. Developing Relationships
Measuring Key Account Management
The Role and Requirements of KAMs
Selling to the C-Suite. Access to Top Executives
The Difference between Negotiating and Selling
Getting Gatekeepers to Work for You
Negotiating the Close. Involve your Customer
Consultative Selling. Sales Mapping Process
Model for Creating and Keeping Customers
The KAM Strategic Planning Matrix to Categorize Accounts
The Professional KAM, Methodology, and Business Strategy
Sales Effectiveness in Key Account Management
Handling Sales Environment and Competitors Attack
KAM Relationship Mapping and Value Creation
Key Account Management and Strategic Planning
Managing Changes in Client Relationships
Richard Ruff. Getting Account Strategy Right
Building Relationships and Key Account Management
Networking Tips, Turn Strangers into Powerful Relationships
Account Mapping or Player Map, How to Build Account Maps
The 12 Tenets of Account Management

What’s more…

Participants get FREE access to the
BUSINESS-TALENT COLLECTION

INVESTMENT

USD 199

USD 99

7-DAYS MONEY BACK GUARANTEE

Join the course today, and you have 7 days to dive into it. If you realize that it isn’t worth just ask for a full refund and we will send your money back right away, or if you prefer, you can change your enrollment to another course within our portfolio, or you can transfer your enrollment to another person.

ONLINE TRAINING CENTER

E-LEARNING METHODOLOGY

Our E-Learning methodology enables action-based learning that maximizes strategic planning and problem-solving to improve expertise outcomes. In addition, participants will become competent in developing their capacity for self-learning, research, analysis, and decision-making.

A rich blend of contents will be provided with a practical approach applied to the real-world workplace. Furthermore, all course participants have the coaching, guidance, support, and assistance from our team of experts.

E-LEARNING ENVIRONMENT

Online Courses give you the flexibility to learn at your own pace, within anyplace, and anytime that suits you best. Participants can follow the training regardless of their geographic location, travel schedules, and current job responsibilities.

Designed specifically for busy executives; study material can be accessed through our E-learning Platform which is available 24/7. Anytime accessibility is possible through any notebook, smartphone, or tablet, in a responsive web interface.

ASSESSMENTS

Our training courses do not evaluate theoretical aspects or memorization of concepts. Participants must present a set of practical homework.

These Assessments seek to develop sales skills and professional competencies to make arguments, defend your point of view, provide an opinion on a topic; research, analyze and integrate information to explain a particular topic; analyze data from study case; strategically plan, make decisions; solve problems and present solutions.

CERTIFICATION: Participants will attain a Certificate of Achievement accrediting the successful completion of the Training Course.

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