- Dit event is voorbij.
Open classroom training: Large account management (Dutch)
6 March 2020 @ 13:00 - 17:00 CET
One event on 6 March 2020 at 13:00
One event on 13 August 2021 at 13:00
If you manage a few larger customers, you will devote more time and attention to each customer, than if you serve a lot of smaller customers. Such a large customer requires a special approach. You will need to write an account plan, thoroughly investigate the DMU, create a contact matrix for multi-level sales activities and, if possible, establish contacts at C-level in the organization. This requires special insights and conversational skills, which are all covered in this training.
In half a day, not only the theory is dealt with, but also various role plays will be done (and recorded), so you can immediately experience how to apply certain techniques. Sparring with the other participants is always very much appreciated in these trainings courses! Working together with peers from other companies on cases, and finding solutions has a positive effect on the learning process.
At the end of the training, you will get the corresponding tasks and theory in the app and you can practice with videos and cases during that month (and after that as well). This will help you to retain the knowledge and skills and apply it instantly in real-life situations.
Of course you also participate in the weekly sales challenge. You are completely free to devise the best solution for a realistic sales situation. About 6 weeks later you can follow the live webinar so that you really learn everything about large account management.
This training is part of the blended Professional plan that covers a specific subject every month. It is accessible to subscribers of this training programme.