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Key Learning Outcomes:
Case Study
Developing a business partnership with a strategic account where competing suppliers have a large share of the business.
Case Study
Developing a business partnership with a strategic account where competing suppliers have a large share of the business.
- At the end of this course participants will be able to:
- Complete all stages in the solution selling process.
- Develop strategies to obtain, maintain and/or develop key accounts.
- Identify strategic accounts that provide opportunities for win-win business partnerships.
- Design and implement a territory profit improvement plan.
- Implement solution selling strategies.
- Conduct an audit of past performance and forecast the future innovations are required to develop the business partnership approach.
- Prepare a S.W.O.T. analysis on each potential business partner to identify strengths, weaknesses, opportunities and potential threats that may be an obstacle to progress.
- Research the REAL needs of the Customer.
- Develop a unique selling proposition..
- Recognise opportunities to strategically develop the Customer's business with a focus on improving overall business efficiency.
- Measure the sales processes employed to gain an accurate assessment of the account development potential.
- Present a business partnership solution as a unique selling proposal that provides added value and supports the business objectives of the Customer.
- Negotiate a win-win settlement that provides opportunities for continual growth and add-on sales opportunities.
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