Territorial Account Management

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 Territorial-Account-Management-HRDF-Trainings

Introduction

Success can only be achieved if one has the right kind of mindset, skills and knowledge to work towards it. This course empowers the participants with the consultative approach mindset and the consultative selling skills needed to provide more professional customer engagements in the territorial account management and to increase their sales success rates.

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Apply their consultative account management techniques to boost their sales success rates
  • Adopt approaching customers as a consultant, not as a seller
  • Better prepare for the sales engagements and follow-up
  • Provide professional territorial account engagements thus creating customer loyalty

Who Should Attend

This course is suitable for tenured (>6 months) Mid/Junior Sales Managers, Team Leaders and Sales Executives, both inside and outside sales.

Methodology

This is a highly interactive training program, whereby participants are to gain from the learning points through experiential activities.

Module

  • CONSULTANT VS SELLER
  • KNOWING THE MARKETPLACE
  • UNDERSTANDING THE CUSTOMER
  • MAKING THE CONNECTION!
  • VALUE PROPOSITIONING
  • QUESTIONING WITH IMPACT
  • GAINING CUSTOMER BUY-IN
  • DRIVING ACTION

RM2,600.00 RM1,000.00

Qty:

Fee: RM 1,000 per pax


Loyalty Points: 1000 Points


Duration: 2 Days


Note: In-house course is available. Request it HERE

 Territorial-Account-Management-HRDF-Trainings

Introduction

Success can only be achieved if one has the right kind of mindset, skills and knowledge to work towards it. This course empowers the participants with the consultative approach mindset and the consultative selling skills needed to provide more professional customer engagements in the territorial account management and to increase their sales success rates.

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Apply their consultative account management techniques to boost their sales success rates
  • Adopt approaching customers as a consultant, not as a seller
  • Better prepare for the sales engagements and follow-up
  • Provide professional territorial account engagements thus creating customer loyalty

Who Should Attend

This course is suitable for tenured (>6 months) Mid/Junior Sales Managers, Team Leaders and Sales Executives, both inside and outside sales.

Methodology

This is a highly interactive training program, whereby participants are to gain from the learning points through experiential activities.

Module

  • CONSULTANT VS SELLER
  • KNOWING THE MARKETPLACE
  • UNDERSTANDING THE CUSTOMER
  • MAKING THE CONNECTION!
  • VALUE PROPOSITIONING
  • QUESTIONING WITH IMPACT
  • GAINING CUSTOMER BUY-IN
  • DRIVING ACTION

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Chan Kim Beng
Biodata: Kim Beng is a professional international corporate training consultant with 17 years of working experience in global IT semi-conductor, MNC and IT services companies. He specializes in the ambit of Successful Mindset, Consultative Selling, Customer Mindset, Value Propositioning, Negotiations, Objections Handling, Communication Styles, Behavioral Styles, Time Management, Organizational Pain Chain, SPIN Selling, MEDDIC Questioning, PESTLE Analysis, IT Trends, amongst others. He brings with him 16 years of hands-on working experience with Dell Global Business Centre in Penang in different capacities, the last being South Asia Commercial Sales Training Manager (Lead). As Training and Development Lead, he manages a team of sales trainers in the South Asia region. He has personally trained sales teams in Malaysia, Singapore, Thailand, Philippines, South Korea and Pakistan.

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