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Introduction
Marvis' STRATEGIC ACCOUNT PLANNING workshop is a comprehensive
training program that helps sales professionals get "high,
wide, and deep" in their key accounts. This program complements
our workshops that focus on tactical selling skills.
As a result of participating in this workshop, individuals will
be able to:
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utilize the results of a Personal Profile System to create
greater success with key accounts;
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construct and express a compelling company story that is
appropriate for a given Buying Viewpoint;
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use various resources and tools to help in planning and organizing
account information;
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research and analyze accounts thoroughly;
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set realistic, measurable revenue goals for key accounts;
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distinguish between the types of Buying Needs of prospects
and customers;
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understand roles performed by key contacts within their accounts;
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establish viable account strategies;
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set sales activity objectives; and
- make sales meetings work.
Target Audience
This workshop is appropriate for any individual in a sales organization
who has responsibility for achieving sales revenue goals.
Logistics
Because of its modular nature, this workshop can be rolled out
in any of several ways. Three of the most common implementations
are:
Option One:
All three parts are conducted over the course of 2 & 1/2
consecutive days;
Option Two:
Parts One & Two are conducted on two consecutive days;
Part Three is conducted within 45 days.
Option Three:
Parts One, Two, and Three are conducted on three separate days
within a 90- to 120-day period.
On to Part One >>
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