(this is a morning course, you will need to select an afternoon course as well)
All customers are not created equal but all deserve a meaningful definition of value that satisfies the needs of both the customer and the distributor. This session is a pragmatic approach to segment and align your sales and service organization to create value and make money from your key, target, maintenance and why bother customers. It also looks at the requirements to take care of the unique needs of your firm's strategic accounts.
This course would be of value to the entire organization: top management, middle management and the professional regardless of functional title.
1. Defining and categorizing accounts based on their value to the firm and our relative position with them.
2. Building different value propositions based upon account category.
3. Aligning internal capture, fulfillment and retention resources based upon an account value.
“Thought the course was great. Gave me some great things to present to my company.” – Sales
“Changed the way I view my team. This course has pointed out some holes in my strategy.” – Branch Manager
“Very thought provoking and in some cases groundbreaking for my company” – National Distributor Account Manager
“This course opened my eyes to a new selling approach to different customers and markets.” – Sales Manager
“Very good. A fresh look at a rapidly changing field. A break from tradition is needed for survival and growth.” – Outside Sales