Managers have an important role in supporting Key Opportunity sales strategies and developing the ability of salespeople in such situations. A manager must also validate the forecasting of such bids. This Key Account course provides an essential complementary training to Key Account – Opportunity Management.
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Overview
Reviewing key bids is often an essential part of sales management. Being able to do it effectively and use the time well, requires skill. This course provides the key skills and techniques required.
Who Should Attend
All sales managers.
Duration
1 Day
Key Account (Opportunity Management Review) – Course Objectives
Participants will learn:
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- about assessment and aspects of an effective review – they will also learn how this can be used to aid forecasting
- the decision analysis of a complex decision process and how to conduct an effective review
- the role of different people in the decision-process and how to conduct an effective review
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Key Account (Opportunity Management Review) – Outline
Opportunity Assessment
Factors
Scoring
Competition
Review questions
Common errors and how to check them
Using Assessment for Forecasting
Decision Analysis
Decision Structures
Decision Types
Review questions
Common errors and how to check for them
Strategies to help salespeople
Players In The Decision-Process
Roles in the Decision-Process
Power applied
Perceptions
Personal Benefits
Review questions
Common errors and how to check them
Strategies to help salespeople
