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Who Can Attend ?
Major Account Managers, Key Account Managers, Sales
People responsible for handling large / medium accounts
Key Take Aways
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Helps develop a framework for managing the complexity
of a large account |
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Develops working tools to build a long term plan
and a
short term plan for each account |
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Every participant will create a live account plan for
his
specific customer using the Mercuri Account
Plan Sheet
in the programme hall itself
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Do these situations apply to you
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Developing customer-focussed strategies |
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Developing a deeper understanding of
customers |
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Managing key accounts profitably |
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Developing a deeper understanding of the key
account management process |
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A practical approach to analyzing and building a
closer relationship with key accounts |
Then this is the programme for you
Programme Contents
The Changing Markets
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The new world |
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The impact |
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Our new roles |
Selling to Key Accounts
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The issues in selling to key accounts |
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The job of an account manager |
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A model for an account strategy |
Managing Key Accounts
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Information base. |
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Long-term, short-term and visit plan. |
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Vision for the account
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Objective |
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Strategy |
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Main actions |
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Resources |
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Mapping the account.
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Opportunity Vs. Offer Matrix |
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SWOT Analysis. |
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Evaluating the probability of success - The tactical checklist. |
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Retaining the account - the brickwall criteria. |
The MAP Sheet
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All the tools developed in the programme will be integrated to form a ready to use Mercuri Account Plan
(MAP) Sheet |
Individual Action Plan
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Each participant evolves an individual action plan for implementation in his/her job on the basis of discussions in the programme |
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Your Investment
Rs.16,500/- + 10.3%
Service Tax
This includes
the programmes material,
lunch and refreshments
both the days.
The programme is
Non-Residential
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