Selling, Maintaining, and Developing Key Accounts

Wednesday - Friday
9:00 am - 5:00 pm

Seventy to eighty percent of a company's volume is sourced from its Key Accounts. Based on this premise, the Key Accounts are very important and they are the single group of accounts that will ensure the company's continuous growth in terms of volume and profits if properly handled.

This course is designed to appropriately address the improvement of selling practices to the Key Accounts, maintaining and ensuring their consistent patronage, and developing them by adapting responsive positive business interventions.

As the sales consultant of your company, this course will show you the crucial roles and functions in managing the portfolio of Key Accounts. It focuses on competencies geared to make you successful in partnering with the members of the Decision-Making Unit of each major account you are handling. It will also provide you with insights on how to ensure continued patronage of your company's products eventually moving towards long-term business relationship and product loyalty.

Management Skills for Field Sales Managers
April 18 - 20

The Art of Negotiation
May 10 - 11

A successful participant will:

1.   Learn and apply the skills in communication and effective interfaces;

2.   Understand, accept and apply the learnings in Consultative Selling to enhance performance from the key accounts;

3.   Learn and apply the best practices in selling, maintaining and developing key accounts;

4.   Learn how to deliver business case presentations that are motivational and action oriented; and

       5.   Learn how to negotiate volume sales from key accounts.

Day 1

    * Introduction
    * Communication Skills in Selling
    * Roles of People in Sales
    * Why People Buy
    * Stages in the Selling Process
    * Selling Styles
    * Customer Likes and Dislikes
    * Handling Difficult Buyers
    * Business Case Presentation To Key Accounts


Day 2

    * What is Consultative Selling?
    * The 4-Ps in Consultative Selling
          -     Who Holds the Power in the Purchase Decision?
          -     Understanding the Key Individuals and How They Interface
          -     Enhancing Positive Customer Perception of the Company’s Product
          -     Making the Company’s Product the Priority
    * Operating Principles in Consultative Selling
          -     Ownership Principle
          -     Customer Needs Principle
          -     Marketer Principle
          -     Profit Orientation Principle
          -     Planning Work Principle
          -     The Business Development Principle

Day 3

    *  Why the Key Accounts?
    *  “How to” Manage and Develop the Key Accounts
    *  Adapting to the Organization’s Culture for Sales Breakthrough
    *  “How to” Effectively do Product Presentations to Key Accounts
        Decision Making
    *  “How to” Negotiate Packages to Key Accounts
    *   Key Issues in Handling Key Accounts Successfully

has 35 years of experience in the field of sales operations, of which 21 years were spent in Warner Lambert Philippines , rising from the ranks as medical representative to district manager, to regional sales manager, to national sales manager and then as training director (Philippines and Southeast Asia).

"Highly informative and complements the current knowledge of the attendee, aside from validating selling efforts done in the field."

- Ruel Antonio C. Macaraig
  Commercial and Marketing Specialist
  Hipra Philippines Inc.