Building Customer Partnerships

Target Audience:  Experienced sales representatives or sales teams.  The program is unlike conventional training programs in that it allows sales representatives the time to think through develop and test strategic account plans.

Length:  Two days

Key Issues Addressed:  Sales representatives face an ever-more complex and challenging sales environment:  their customers are more demanding; more people are involved in the decision-making process; organizations change overnight through mergers, acquisitions, re-organizations; and customers have more competing alternatives from which to choose than ever before.

Program Overview:  Building Customer Partnerships will provide your sales team with the ability to: 

• Identify the impact of emerging marketplace trends and organization changes on their customers and their opportunities for sales;
• Analyze key accounts’ organization, marketplace, decision-making process, and buying influences, and strategies;
• Analyze their relationship with key accounts;
• Analyze the alternatives competing for their customer’s time and money;
• Develop “terms of engagement” which allow them to position themselves and work with customers in ways that fit the customers’ culture; and
• Identify any issues and obstacles which currently limit their effectiveness within each account.

Take Home Value:  Each sales person and sales team will leave the program with a tested plan of action to improve their customer relationships and increase their business in key accounts.

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