| Course Overview | Managing developing and protecting key business relationships. So you reckon you’re pretty good at selling and negotiation? That’s great! However, these skills are tactical or face-to-face skills which are generally applied as you communicate directly with your client or prospect.
But is it possible that your efforts are blunted because you are not in the right place, talking to the right people at the right time? That’s Strategy!
Strategy is about putting yourself in the place of most potential - about planning the overall approach so that your tactical skills of selling and negotiating are used to the fullest. Strategy is also about building a shield around your major relationships so that you protect your market position and revenue base.
As you learn about the RelationShield concept in this programme, you will become better equipped to build and defend the major business relationships you need to survive today. |
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| Designed For | Experienced salespeople or account managers who have a sound understanding of consultative selling techniques and who are responsible for managing complex or major business-to-business account relationships. Also anyone involved in dealing with major sale |
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| Key Subject Areas |
- Strategy in Account Management
- The RelationShield Concept
- The Dangers of Ignoring a Strategic Approach
- The RelationShield Overview
- Building Your RelationShield
- The RelationShield Toolkit
- Basic Negotiation Principles
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| Learning Outcomes | You will learn the importance of the strategic approach to acquiring, maintaining, developing and defending major account relationships. You will receive a “toolkit” to apply to each of your current or prospective major customers in order to build and/or shield the relationship from competition. |
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