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(11) KEY ACCOUNT MANAGEMENT& SYSTEM SELLING
KUALA LUMPUR l 20-21 October 2008
Equip Your Sales Team with Powerful Selling Skills that Differentiate Themselves from Other Salespeople and Leave the Competition far Behind! Having acquired the basics of professional selling, sales professionals need to level-up their skills to compete effectively in the higher league. Here, the name of the game is Key Account Management and System Selling, where entry-level selling is simply not adequate. Indeed, there comes a point in the salesperson's career where selling benefits alone simply will not do. The next stage of sales competitiveness lies in the ability to system sell and manage key accounts by introducing meaningful and mutually beneficial partnerships that are sustainable over the long-term. This requires a complete change in mind-set and the implementation of fresh cutting-edge approaches to selling. COURSE OBJECTIVES The objectives of this 2-day course are:
· To provide participants with an understanding of the key principles and concepts underlying the practice of modern system selling and strategic account management. · To familiarize participants with the techniques and tools used in implementing system selling and account management strategies. · To provide participants with the opportunity to apply selected techniques and tools during the hands-on sessions involving case studies and role-plays.
WHO SHOULD ATTEND Sales Professionals, including Sales Executives, Sales Managers, Customer Relationship Managers, Customer Service Managers and others who need to understand the dynamics of managing relationships with key customers.
This two-day workshop will involve the use of lectures, discussions, syndicate work and group presentations. To enhance the learning process, role-plays will be introduced. Video playbacks will be used to further reinforce learning.
KEY TOPICS TO BE COVERED The Key Changes Affecting Modern Selling s External and internal changes and their impact on modern selling s Opportunities for salespeople to level up s The end of product selling in a complex environment
The Principles of System Selling s Why the need for system selling s A Framework for formulating system selling strategies s Techniques in implementing system selling
The Need for Strategic Account Management s Principles underlying account management s When does a customer become a strategic account? s Strategic Account Management as a Corporate Strategy
Selecting Strategic Accounts s Identifying and selecting strategic accounts s Evaluating opportunities for selling to strategic accounts s Establishing criteria for qualifying strategic accounts
Establishing the VITO Strategy s Why selling to VITO is essential to strategic account management s What VITO expect from strategic account professionals s How to reach the VITO in targeted strategic accounts
Managing Relationships s Establishing multi-level alliances s Building and maintaining relationships at different levels s Understanding the value-chain of strategic accounts
Formulating the Strategic Account Management Strategy s Competitor & Customer Analysis s Developing strategic account teams s Putting together a Strategic Account Development Plan
COURSE SCHEDULE Note: This schedule is a guide and may be modified depending on the group dynamics and the needs of the participants.
YOUR EXPERT COURSE LEADERDr Bob Foo has been providing training in his areas of expertise and specialization - strategic selling, negotiation dynamics, marketing and strategic management since 1990. Prior to this, Dr Foo worked for over 10 years in senior management positions with multi-national corporations dealing in diverse products and services in commerce and industry. He has extensive experience in marketing, sales and negotiations in the U.S., Europe and the Asia-Pacific. He has worked with various companies and organizations to help formulate and develop effective sales & marketing strategies. These include British Airways, Singapore Technologies Group, Elyo Jardine, Pico Art, Malayan British Assurance Group, Hong Leong Group, Pernas Trading, Malayawata Steel, Sime Darby Group, Trans-Island Bus Services , Galderma International , Sheraton Towers Hotel, Firmenich of Switzerland , Kerry Ingredients of Ireland , Hunter Douglas, SMC Pneumatics, Buckman Laboratories, MK Electric, Tyco Healthcare, Associated Springs, Lasseffre France, Hermes Epitek, Aspial Corporation (Lee Hwa Jewelry) and Computer Associates. He also speaks and writes on breakthrough business concepts for the 21st century. His articles have appeared regularly in Beyond Classifieds, ASIA 21, Todays Manager and Singapore Marketer. Dr. Foo is an associate faculty with Curtin University of Technology, RMIT University and University at Buffalo, New York. He is also a certified Chartered Marketer and a Fellow of the Chartered Institute of Marketing (FCIM). He has a Ph.D from the University of Nottingham, a M.Sc. in International Marketing from the University of Strathclyde as well as several other professional qualifications in Administrative Management, Business Administration, Accounting & Finance, and Public Relations. COMPANIES WHICH HAVE BENEFITED FROM BOB FOOs COURSES INCLUDE... Chong Wah Plastics Sdn Bhd v Compounding and Colouring Sdn Bhd v Vintage Tiles Industries Sdn Bhd v CMCM Perniagaan Sdn Bhd v Powerware Systems Sdn Bhd v UDA Land (Central) Sdn Bhd v MECOMB Malaysia Sdn Bhd v Corvet Technologies Sdn Bhd v Freight Management (M) Sdn Bhd v Hock Lee Rubber Products Sdn Bhd v Kenneison Quaries Sdn Bhd v Brimal Stampress Engineering Sdn Bhd v Kerry Ingredients Sdn Bhd v Rockwell Automation (M) Sdn Bhd v Wylit Industries Sdn Bhd v Dialog Systems Sdn Bhd v Evomatics (M) Sdn Bhd v Sweet & Maxwell Asia v M Sumida Electric Sdn Bhd v IT Partners Sdn Bhd v Telekom Smart School Sdn Bhd v Mecomb (M) Sdn Bhd v Mecomb Singapore v Sime Darby Systems Sdn Bhd v Ayam A1 Food Corporation v Finewood Forest Products Sdn Bhd v First Tech Pacific Distributors v Stancodex Sdn Bhd v CPT Manufacturing Sdn Bhd v NSK Micro Precision (M) Sdn Bhd v Kim Fashion Knitwear (M) Sdn Bhd v Advance Modules Sdn Bhd v Sun Media Corporation Sdn Bhd v Telekom Sales & Services Sdn Bhd v Seven Seas Computers Sdn Bhd v Pemara Labels Sdn Bhd v Aluminium Company of Malaysia v ITL Consultants Malaysia v Rhone Ma Malaysia v National Health Group v Knight Frank Pte Ltd v Mitsui Bisphenol Singapore v Schneider Electric Singapore v MHI South East Asia v Sun Ace Kakoh v Jurong SML v ID Technologies v SMIT Singapore v Xin Procurement v Atofina SEA v Drew Ameroid v Brady Corporation v Kodak Polychrome Graphics v Alumex Pte Ltd v Bally Singapore v Eastern Wire v Eastman Kodak v Esso Singapore v Hempel Coatings v Mayfran International v National Parks Board v Pan-United Shipyard v Port of Singapore Authority v Raffles Marina v Singapore Technologies Automative v Sony Music v We Become v Metro Pte Ltd v Winston Engineering Corp Pte Ltd v GBC Asia Pte Ltd v Motorola Singapore v Aida Stamping v Aik Lian Seng Pte Ltd v Info-Communications Development Authority of Singapore v JTC Corporation v Neucor Holdings Pte Ltd v Nippon Precision Technology (M) Sdn Bhd v Gardenia Foods v Hitachi Koki (M) Sdn Bhd v VA Dynamics Sdn Bhd v ITL Asia Pacific Sdn Bhd v Dragon Optical Media Technologies Sdn Bhd v Asian Overland Services Tours & Travel v Universiti Teknologi Petronas v MOX Gases Sdn Bhd v Maersk Logistics Customs Brokerage Malaysia Sdn Bhd v Tampin Straits Ventures Sdn Bhd v Sariteknik Sdn Bhd v Sunway Lagoon Resort Hotel v Healthronics (M) Sdn Bhd v Resorts World Berhad v Seca Dyme Sdn Bhd v Avanade Malaysia Sdn Bhd v Fisher Scientific Sdn Bhd v SOME COMMENTS FROM PAST ATTENDEES TO BOB FOOS COURSES... Bob is a meticulous trainer , giving purposeful emphasis on our training focus. We are impressed with him and our participants have obviously gained from his 2-day course.
Theresa Tan, Human Resources Manager
In all the training sessions conducted by Bob, our participants have consistently rated very highly the contents of the training and his delivery style.
K.S. Lau, Director
A lively and humorous trainer. Course contents and materials are well-structured.
Manfred Loo, Manager
A great learning experience, and great fun too.
Edwin Lim, Sales Executive
I would recommend Bob's programme to for both new and seasoned managers.
K.K. Goh, Manager
Before attending the seminar I was a bit apprehensive of the quality of the course but I was surprised that this was one of the few trainings I have attended that are useful to my work.
Julia Pan, Manager
Bob is an excellent facilitator . He uses relevant cases and shares his experiences to enrich our learning.
Belinda Bay, Executive COURSE FEES
REGISTRATION DEADLINE1 week before each scheduled date. |
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1 North Bridge Road #18-06, Singapore 179094, Singapore 52-1, 1st Floor, Jalan Presiden F U1/F, Accentra Business
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