Strategic Key Accounts Servicing
Course Overview
This 2-day workshop is specially designed to equip managers & senior executives with the critical key accounts servicing strategies and techniques that keep and grow their strategic customer base. It also includes chosen step-by- step techniques to help differentiate themselves in the marketplace to win new key accounts.
Course Objectives
By the end of this 2-day workshop, participants will be able to:
- Understand the road map for attracting, retaining & growing prime accounts that bring significant contribution to the corporate profitability & growth.
- Understand & Apply customer value creation process through opportunity scanning tools & getting ahead in business through the PPP techniques.
- Prepare & formulate key account selling & servicing strategies to get more desired business results.
Course Outline
- Road Map For Strategic Creating & Growing A Loyal Prime Customer Base
- Life-Time Value of Key Accounts & Cost of Core Customer Defection
- Key Enablers to Exceed Customer Expectations
- The Key Account Servicing Cycle
- Knowing Your Core Customers: The Three-by-Three Penetration Technique
- Hi-Touch Service Techniques : Understanding their Challenges & Concerns
- Enchanced Competence & Differentiation to Wow Customers
- Developing Key Strategies for Business Growth & Referrals
- Service Scan & Value Creation : Opportunities & Capabilities
- Developing Creative Solutions through Customer Consultation
Training Methodology
Experiential learning through role-plays, interactive games, self-evaluation & discovery as well as group exercises and critiques though work place case study.
Who Should Attend
Managers & Senior executives who are responsible for sales growth of major customers and key accounts.
Program Duration
2 days
