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Robeyns & Partners
Tiensesteenweg 88 - 3360 Bierbeek
Tel: 016 46 59 00 - Fax: 016 46 80 19
Email: info@robeyns.be

10 strategic skiLls
for key account managers

Registreer

3-daags seminarie


Doelgroep: Advanced Sales
Business Development Managers & Key Account Managers



Agenda:



  1. Putting Strategy to work: Actionable items with deadlines
    Strategic Mapping:  Opportunities, Challenges & Profitable Sales Goals

  2. Exploring the Complex DMU
    Field of Play in multilevel DMU’s - Power Sponsor, Sponsor, Hearts & Bombs 
    Working with VITO’s: the Very Important Top Officers in large projects

  3. Unlocking Latent Opportunities
    'Getting In' early gives you the opportunity to influence the buying cycle
     
  4. Selling Higher Up
    Budgets are created and spent in the Boardroom: what are the Business Issues?

  5. The ‘Value Map’ makes the difference
    Clarify the FIT between the ‘Customer Needs’ and your ‘Deliverable Values’

  6. Outsmarting Price Competitors
    How to make a strategy with your allies to outsmart your competitors?

  7. Working in the Grapevine: Insight Selling
    How can you influence decisions when customers go into internal meetings?
    How can you engage your Coach as your inside eye: he hears and sees everything!

  8. Missing Links: actionable items to prevent last minute failures
    Are there hidden agendas?
    Are we present on all the influence levels?
    Who sponsors the Mole? Hints to neutralise this bomb under your order!

  9. Negotiating on different Procurement levels
    Working your way through final agreements with 'New Generation' Buyers
                      
  10. Account Plan: A ready to use action plan
    Presenting your Account Plan & Management Summary to your internal TEAM.


During the last training session, all participants present their Account Plan for an important customer. We discuss it, test it on feasability and brainstom on fall back strategies.




    Praktische Informatie:



    Seminarie

    Taal

    Trainingsdata

    Locatie

    Timing

    Prijs


     10 Strategic Skills for KAM's

    Registreer


     NL

     03/06 - 04/06


     Leuven

     09u00 - 17u00


    1190 EUR*


    • * 2 or more participants: 1090 EUR / pp
    • Bespaar als KMO tot 40% op de investering van de opleiding met de kmo-portefeuille - Registratienummer: DV.O104804

    • Vraag ook de voorwaarden voor een op maat gemaakte in-company training (Engels of Nederlands).
    • Contacteer ons voor een voorstel op maat.
    •