This programme can run as an online or classroom training
(Available also for Customised Training by Duration, Venue & Fee)
Gain high value–added contacts and businesses
Integrate selling techniques with relationship management
Align marketing strongly in all departments.
Track relationship market results.
Utilise marketing and relationship management skills for renewed
Why relationship marketing?
Marketing is everyone’s job
- Account Mission Statement
- Account Goals
- Product Volumes
- Revenue Targets
- Resource Decision
- Customer Targeting
- Key Events
Measurement Guides to Assess Relational Depth
Working as a Team.
- 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.
Personal Selling Results:
- High-Performance Selling
- The World-Class Marketer
- Selling v. Marketing
- 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.