According to the Pareto Principle, 20 % of your customers make up 80 % of your sales volume.  The lose of just one strong customer can have dramatic consequences for your business’s development.  And that’s why careful involvement with your larger customers is essential. You need to gather targeted information, understand your customer’s company structures, know who are the decision makers and how to influence them.

Participants in this seminar will develop individual strategies to systematically sell products and services using management analysis key figures and tools. You will learn how to deal systematically with specific customer data, recognise individual decision styles and how to integrate that knowledge into your sales argument.

• The Key-Account-Manager –  tasks for today and tomorrow
• Current trends in customer management
• Management analysis key figures as deciding factors
• Return on Investment
• Cash flow
• Break even
• The most important tools of  Key Account Managers:
• SWOT-Analysis
• Portfolio-Analysis
• Competition-Analysis
• Budgeting
• Quality Measures
• Selection criteria for Key Account agreements
• Key Accounts Analysis (turnover, cost coverage, conditions)
• Strategic customer development
• Price/Conditions Negotiations
• Leading annual reviews
• The secrets of the professional salesperson

Executive sales staff (in house and field) looking to qualify themselves as Key Account Managers. Marketing managers desiring to learn more about key account management

Seminar number: E11

Price: 1.160,00 € plus VAT

Max. Participants: 10

Seminar Hours: 9 a.m. - 5 p.m.

Seminar language: German

Specifics:
Block Price:
E13 + E14 €1,860.00 plus VAT