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Program Advanced Accountmanagement

We feel that deepening the customer relation is a combined action between knowing the right methodology and concepts and showing the right attitude.


Content

Besides the necessary expertise which is needed to increase the sales effectiveness, we also pay attention to the participant's personal effectiveness. The training is built around the customermanagement cyclus concept.

  1. analysis and selection
  2. qualification, classification
  3. account targets
  4. structures
  5. value creation
  6. customer value

The modules are subdivided:

Understanding Percieving
  • value creation and your own business strategy;
  • knowing the customer and the customer's  process;
  • classifying accounts;
  • analysing the customer's complex buying process;
  • developing an accountplan.
  • developing creative value propositions;
  • organising customer relation;
  • managing complex multi-level customer relations;
  • procedures and management skills;
  • securing customer expectations in the organization;
  • increasing personal effectiveness.

Program

Blok 1)  26 and 27 May 2009

  • Understanding customer problems and expectations, value creation and your own business strategy, customer classification and selection, how do buyers look at salesmen?
  • Knowing the customer and the customer's process, analysis of value chain, analysis of customer's businessmodel, analysing complex buyingprocesses.

Blok 2)  30 June and 01 July 2009

  • Fulfilling customer expectations in your own organization, creatively developing valuepropositions, organizing customer relation. Procedures and skills, securing accountmanagement in the organization.
  • Increasing personal effectiveness towards customer, increasing personal effectiveness towards own organization.

The teachers

mr.drs. Bert Duijnstee, Duijnstee Consultancy

ir. Peter Bassa, Strategia Business Consulting

drs. Jos W.E.G. Fleischeuer, STEM Techniek en Marketing

Jan Willem Seip, Vendicum