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High‐LevelSalesandSalesManagementSampleAgenda

Pre‐workshopassignment:Completeweb‐basedcourseoncreatingarelationshipmapforakeyaccount.

Onthemap,identifythe“mostrelevantseniorexecutive.”Theexecutivewho:Ownstheproblemyoucan

solve;Feelsthemostpain;Mostabletoeffecttheactionyouwant; Sufficientlyhighintheorganization;

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Politicallyconnected;Isnetworkedintoalltherelevantsilos.Identifyhisorhermostimportant

priority/issue/goal.

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Day

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1

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timing

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Day

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1

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topics

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8:30

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9:00

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10:30

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10:45

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12:00

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12:30

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2:00

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2:15

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3:15

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4:45

Introductionsandoverview

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TeamSelling

Incomplexsales,mostcompaniesaredevelopingmulti‐disciplinedteamswhosememberscanbe 

assignedonanadhocbasistospecificsalesopportunities.Inthismodule,wewillexplorethe

virtuesandlimitationsofteamsellinganddiscussstructuresthathavebeenshown

tobeeffective.

Additionally,guidelinesforteamdevelopment,andrelationshipswillbediscussed.

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Break

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CustomerRelationshipManagement

Buildingqualitykeyaccountandotherhigh‐endcustomerrelationshipstrategiesistheheartof

successfulbusinessmarketingprograms.Theroleofthesalesforceinestablishingandnurturing

theserelationshipsisvital.

Thismodulewillenableparticipantstobetterdefinetheirkeyaccount

managementprogramandbetteraligntheirsaleseffortswithspecificcustomerneedsand

requirementsforwhichthecustomeriswillingtopay.

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Lunch

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AssessingCustomerRelationships

Inthismodule,managersgainbetterperspectiveonhowtoevaluateeachcustomer’s

long‐term

potentialtoanorganizationfromafinancialandresourcesperspective.Theywillbebetterableto

determinewhichcustomersdeserveextraconsiderationforgrowthovertimeandthusextra

treatment,andwhichcustomersrepresentmarginalvaluetotheorganization.Participantswillbe

abletomoreeffectivelyandefficientl yuse

theresourcesattheirdisposalinpursuitofadditional

profitability.

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Break

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BusinessReviewandDevelopment(BRAD)Meetings

Inthismodule,“bestpractices”fromsuccessfulorganizationswillbereviewed,structureswillbe

reviewedthatcanhelpmakeBRADssuccessfulforbothorganizations,andorganizationaltipswillbe

giventofacilitatethe

meetingsthemselves.Participantscanbeexpectedtobetterdeterminewhich

customerswouldbethebestcandidatesforthesesessionsanddevelopandimplementaplantoput

themintoaction.

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ManagingCustomerExpectations

Ifcustomerexpectationsarewellmanaged,theywillalwaysbemet.Thisissueisdiscussedasvitally

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importantinthelong‐termsuccessofbusinessrelationships,andmanagerswhoattendthismodule

willbeequippedtohelptheirsalesforcediscoverwhattheircustomerexpectationsare,andhowto

modifyandmeetthem.

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Dayonewrapup

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One finds limits by pushing them. | Herbert Simon