This programme can run as an online or classroom training
(Available also for Customised Training by Duration, Venue & Fee)
Course Objectives
Gain high value–added contacts and businesses
Integrate selling techniques with relationship management
strategies.
Align marketing strongly in all departments.
Track relationship market results.
Utilise marketing and relationship management skills for renewed
advantage.
Course Contents
DAY ONE
Why relationship marketing?
Marketing is everyone’s job
Account Strategy:
- Account Mission Statement
- Account Goals
- Product Volumes
- Revenue Targets
- Resource Decision
Relationship Strategies:
- Customer Targeting
- Key Events
Measurement Guides to Assess Relational Depth
Working as a Team.
DAY TWO
Relationship Capabilities:
- Profiling Key Businesses
- Long Prospecting Cycles
- Customer Service Cycle
Objectives of the Relationship Manager
Key Responsibilities of the Relationship Manager
Work Values of the Relationship Manager
Social Values of the Relationship Manager.
DAY THREE
Personal Selling Results:
- High-Performance Selling
- The World-Class Marketer
- Selling v. Marketing
Life-long Relationship:
- Short/long term opportunities
- Key players/priorities/politics
- Areas of weakness/vulnerability
- Economics of the business
Conducting a Relationship Audit:
- Evaluating the Partnership
- Account Contacts
- Level of Trust
- Sharing of information
- Knowledge of Lifestyle/Social Contact.
What A Poor Relationship Manager looks like.
