Managing Global Key Accounts – Fintra

Aloitus: 7.4.2020 / Paikka: Helsinki

Proven methods and approaches to grow your major international customers (KAM, SAM, OEMs).

Aloitus: 7.4.2020
Paikka: Helsinki

Managing Global Key Accounts – training contents in English.

 

How to Make (Strategic) Account Management Work? 7.4.2020

Lead customer relationship and orchestrate your own team

  • Sales versus Account Management
  • A profile of a good Account Manager
  • Steps to create Key Account
  • Decision makers on many levels

Strategic Account Management (SAM)

  • Strategic Account Management versus Key Account selling
  • Expectation from suppliers
  • How to categorize Strategic Key Accounts
  • How to manage Strategic Key Accounts
  • 10 Golden rules to manage Strategic Key Accounts

Psychology in Sales 8.4.2020

Social styles

  • Utilize research results of social intelligence in sales situations.
  • Understand relative strength and development areas of various types.
  • Learn to recognize feathers that can – and will – break a camel´s back.
  • Learn take into consideration personal comfort zones both in sellers AND in buyers.

Persuasion methods

  • How to convert social styles into persuasion designated methods to tap into.
  • How to align seller, offer presentation and customers bias?
  • Improve your persuasion range
AI enhanced b2b sales psychology

In order to get the most out of the session, you can download a Bizmind app:

  • Gain psychological insights and become more versatile in persuasion: www.bizmind.com
  • With Bizmind you can be in personal sales coaching for more than 200 days a year – without missing any work.
  • This is a unique opportunity to get a cutting edge EdTech tool for one year (+1 ME invested).

Tools for Solution Selling, 1,5 days, 12.-13.5.2020

Consulting methods for Solution Selling

  • effectively map information for developing comprehensive solutions
    • consulting exercise: Petrol station
  • simple, yet elegant tools:
    • 7P® Model exercise: Applying the 7P® Model to Sales Activities
    • 3LT® Questioning and listening technique exercise: Getting at Value
    • pings for recognizing the most important themes
    • practicing the 3LT Process Exercise

Practical exercises

  • learning from real life: consulting exercises

Value-based pricing, half day 13.5.2020

  • How to convert the customer value into euros
  • How to avoid price centricity

 

3.500 € + vat

The training fee includes

  • four training days from 9 am to 4 pm
  • training materials
  • personal sales coach app for one year
  • lunch and refreshments.

This training will be held in English. More detailed description in Finnish »

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