Key Account and Business Model Mapping

Price:
Member: RMB 3,650
Non-Member: RMB 4,650

Registration will open soon *please note that booking the event in your calendar does NOT mean that you are registered. You need to register first if you want to attend an event.

 

If you ever are involved in the more complex parts of key account management and selling, you might hear the following complaints from customers rather often:

  • You just don't understand our business
  • You don't substantiate what value we can get from this
  • You are just pushing your products and services, but what we need is something that works for us
  • You never give us innovative ways to solve our problems
  • and so forth.

With these concerns in mind, the "Key Account and Business Model Mapping" program was created as a result of 1-to-1 coaching with key accounts sales people from a variety of industries that involve complex key account situations across 13 cities in Asia.

 

This program has been tried, modified, and re-tested to make sure that sales people deliver sustainable business results for customers, especially in the Asian context.

 

After this training program, you shall be able to:

 

  1. Understand and anticipate key accounts' business needs so as to grow the account for the future
  2. Understand and build strong relationships with influential people of key accounts
  3. Allocate the right roles for each key account team member to service the key account as a team

 

当您处在现实复杂的重要客户管理环境中,您可能经常会听到客户发出以下的抱怨:

  • 你并不了解我们的商务情况
  • 你不能保证我购买的产品的价值
  • 当我们只需要一个有效的方法的时候,你却只在推销你的产品和服务
  • 你从不给我们创新的方案来解决问题
  • 以及其他种种抱怨。

 

"大客户销售及商务模式画布"课程就是针对此类问题而开发的课程,它是一门建立在对亚洲13个城市各行各业大客户销售人员所进行的"一对一"辅导的实践结果上。

 

本课程已经过多次尝试、修订和再实践,以确保其对销售人员的实用结果,尤其适用于亚洲商务环境。

 

Training Outline

This Workshop consists of a lively series of short participative lectures conveyed using plain uncomplicated explanations. Learning will be facilitated through exercises and case studies. Ample seminar materials will be given to participants to serve as a constant source of reference to them. Ample time will be allotted for group discussion. 

 

本课程包含一系列生动翔实的参与性讲解,说明和解释通俗易懂,训练和案例贯穿始终,学员还会获得大量的讲座材料,作为日后的常用参考资料。讲座还将为小组讨论做出合理的时间安排。

 

Agenda

8:45 Morning Session 1

10:15 Coffee Break

10:45 Morning Session 2

12:30 Lunch Break

13:30 Afternoon Session 1

15:00 Coffee Break

15:15 Afternoon Session 2

16:30 End of Training

 

Refreshements will be served during the coffee break for the attendees. Lunch at a nearby restaurant is also included with the ticket price.

 

Who Should Attend

This workshop is designed especially for Key Account Managers, Customer Service people and anyone who is responsible to grow more business from existing customers

 

需要有条理地加强大客户的产出的大客户经理、销售及客服人员

 

Speaker

C.J. NG
c.j.是美国培训与发展协会(ASTD)2009年国际大会的特邀演讲嘉宾,也是ASTD国际大会有史以来唯一受邀演讲的亚洲销售、领导力及体验式培训咨询师。他是一位值得您信赖的销售领域的咨询顾问,曾帮助许多跨国企业获得了在中国及其他区域销售业绩方面的显著突破。

 

 

Please contact sh-training(@)ccifc.org to complete your registration

 

 

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