Introduction
This program focuses on the techniques needed to effectively manage your large customer organizations. The course aims to enable you to perform account planning, customer profiling and prioritize your opportunities. The focus of the course is to provide participants with lots of hands-on experience in managing customers through the use of a computer-based simulation. This will make learning real. The provision of templates will facilitate the participants in being able to practice within the learning environment and then be able to use it back in their workplace.

Objectives
By the end of this program, trainers/potential trainers will be able to:
Practice behaviors required to build positive relationships within large customer organizations.
Learn the difference between private and public sector accounts
Learn the trade-offs between short-term sales tactics and long-term account management strategies
Enhance understanding of ‘people management’ and ‘political’ issues crucial to advancing the sales process in large accounts.
Gain a greater awareness of alternative sales strategies through working with a team of peers in a competitive environment

Who should attend
Sales or Client relationship representatives and managers.
Sales Specialists who are responsible for developing and managing major accounts.
Anyone who has responsibility for building relationship with major client organizations.

Key Topics
Strategic Selling
- Introduce the need to change mind-set in order to be effective in building customer relationships.
Account Profiling and Planning
- Introduce approach to account planning
- Leverage an account plan template to profile customers throughout the program
- Develop a strategic account plan for engaging the customer
Buying Influences
- Understand the various roles/influences in any decision making process
- Learn how to profile buying influences
Winning Major Sales Simulation
- Computer-based simulation
- Manage 4 customers (3private sector and 1 public sector customer) within their territory over a 3 years period.