G K Lim's Key Account Management Program (an inhouse offering)
Marketing
Training
Provided by Human Resources Services
a two-day participative program for sales professionals on how to manage major accounts developed by Wilner & Co, Inc., conducted by G. K. Lim, ISO CMS, FInstSMM, CEI
Although this Key Account Management Program is designed for salespeople who have the responsibility for one or more major accounts, it can be helpful to any salesperson who wishes to become more professional. It's another step up for individuals who feel they are already proficient in sales.
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Objective
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You will learn:
What makes an account KEY and what it takes to be successful with them;
Why you should give KEY Accounts special attention and how to manage that process;
How to determine the potential and profitability of each account and then develop a strategy for each.
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What Participants Said They Learned from This Program
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The importance of key account planning.
The "must" elements of developing a sales strategy and plan for each key account.
Why key account buyers deserve special attention.
The elements vital to establishing long-term, satisfied customer relationships and repeat sales.
How to identify, understand various buyers involved in a key account and the influence each has on the sale.
The importance of developing and maintaining key account records.
The methods for setting logical priorities by key account and how to allocate selling time intelligently.
A systematic method for tracking and following-up major key accounts and selected key prospects.
How to identify opportunities for incremental new business in existing major accounts.
How to analyze existing account strategies; and to uncover weaknesses.
How to manage the communication process and the personal visit.
http://www. gklim. com/ index. html
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G K Lim's Key Account Management Program (an inhouse offering)
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The Workshop Format
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The two-day workshop follows a systematic learning format:
1. First, participants are presented with a concept -- that is, a set of ideas -- that provides the theoretical base of understanding for a practical action method. Without a theoretical base, their process is intuitive or trial and error. Even when there is little error, they don't know why they did well.
2. Second, participants practice the concepts during the program with their own real life sales situations. No case studies are used. Specifically, they think through an analysis for each of their key accounts and then plan a strategy for positioning themselves in that key account.
------------------------------------------------------------------------------
How Participants Apply The Principles To The Reality of Daily Selling:
------------------------------------------------------------------------------
Pre-course: participants are asked to think through and bring to the session their own current situations that present opportunities and problems. Part of the two-day program is spent in a workshop environment applying the Jack Wilner Key Account Management Process to those sales situations. Selling objectives of immediate priority to the sales person typically fall into one or more of the following categories:
New products/services to major accounts/prospects
Resuscitating former major accounts
Freeing up a stuck order
Negotiating and renewing contracts
Establishing new dealers, distributors, outlets or franchises
Penetrating other divisions of existing key accounts
Selling new set-ups, deals, or promotions
------------------------------------------------------------------------------
Program Topics
------------------------------------------------------------------------------
1. INTRODUCTION AND OVERVIEW
Objectives/Key outcomes
End Result
Action Plan
2. SECTION # 1: What It Takes To Be Successful With Key Accounts
3. SECTION # 2: Determining The Potential And Profitability of Each Key Account
4. SECTION # 3: Developing A Sales Strategy and Plan for Each Key Account
5. SECTION # 4: Developing and Maintaining Key Account Records
6. SECTION #5: Managing The Communication Process
7. SECTION # 6: Managing The Personal Visit
8. SECTION # 7: Training Key Account Personnel
9. SECTION # 8: Self-Management And Personal Development
10. ACTION APPLICATION
Participants practice the concepts with their own real life sales situations. No case studies are used. Specifically, they think through an analysis for each of their key accounts and then plan a strategy for positioning themselves in that key account.
------------------------------------------------------------------------------
What Participants, Who Have Been Through The Program, Have To Say About It
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"It gave me a mechanism to better qualify my major, KEY, prospects and the tools to set up a professional, planned sales call
"The strategy we planned in the seminar worked great! We sold new products to a major customer where I've been trying without success for months."
"I now have a way of dealing with these undefined gut feelings about certain major KEY accounts."
"I expected another clever techniques session like all other sales training programs. I was pleasantly surprised to see the analytical, strategic approach."
"The seminar gave me the framework to unemotionally and systematically evaluate a new major sales opportunity."
------------------------------------------------------------------------------
Something To Take Back
------------------------------------------------------------------------------
Once the skills are transferred, participants bring them back to your company to practise on-the-job. G. K. Lim issues each participant with a workshop-manual-cum-resource-book, which includes key ideas from the training session, and which they can refer to in the months and years to come.
This manual includes the following forms and worksheets
Form 2-A: Determining Customer Potential
Form 2-B: Potential Sales & Profits New Products & Services From Existing Key Accounts
Form 2-C: Competitive Analysis
Form 3-A: Goal Setting Form
Form 3-B: Annual Planning Form
Form 4-A: Key Account Information
Form 4-B: Personal Information
Form 6-A: Key Account Call Planning Worksheet
Form 8-A: Personal Development Planner (How Am I Doing?)
Form 8-A: Personal Development Planner (How Am I Doing) Sample Filled In
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Two-Year Post-Training follow-Ups Via Email
------------------------------------------------------------------------------
G K Lim offers a free two-year post-training follow-up in the form of an ezine called Partners, emailed to participants twice a month. Partners is a continuing training and education tool PMEE s -- professionals, managers, executives, and entrepreneurs. Each issue features articles on personal and business development, useful Internet links to other articles of interest to PMEE s, humor and inspirational quotations.
(To view past issues of Partners, please visit: http://groups.yahoo.com/group/partners88/messages
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About G K Lim
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G K Lim < gk@gklim.com > helps organizations increase sales, enhance profitability, improve productivity, out-distance competition, and expand market share, by training their human resource on persuasion psychology, which includes strategic / tactical selling skills, key account management, negotiation skills, customer service excellence, effective presentation skills, Emotional Intelligence enhancement, personal development, motivation, stress management, and mind/intuition enhancement.
He has had consulting and training assignments in Thailand, Indonesia, Malaysia, Singapore, and China.
G. K. Lim is a Fellow of the Institute of Sales and Marketing Management; Immediate Past President, China HRM; an Approved CMSI Sales Personnel Certification Advisor & Instructor; ISO Certified In Marketing & Sales (ISO CMS 991182); Certified e-Business Associate (EC-Council); Certified EC-Council Instructor; Certified Herrmann Brain Dominance Instructor; Certified Competency-Based Training & Education Instructor; Accredited Facilitator, Accelerated Entrepreneurs Development Program; Silva Mind Control facilitator; Affiliate, Jim Rohn International; Member, Ecumenical Society of Psychorientology; Member, Intuition Network; Affiliate, Internet News Bureau; NLP practitioner; Vice President for Publications/PR, HRD Gateway; Principal Consultant, Human Resources Services, certified facilitator for a number of proprietary training programs, such as "Psychology of Winning," "It's A Deal," "Adventures in Attitudes," and "You Were Born Rich Video Program;" and publisher of Partners, an ezine for professionals, managers, executives, and entrepreneurs.
A partial list of in-house training clients include: ABB, Aesculap, Acer, Bristol-Myers Squibb, Canon, Citibank, Cycle & Carriage Bintang, Datacard Group, Dell, Euromedical, GE Toshiba Silicones, HAVI Food, Intel, Komag, Maersk Medical, MBf, Maxis, Microsoft Thailand, Mitsui-O.S.K. Lines, New Zealand Milk, Nordberg China, O'Connor's, Pelangi Beach Resort, Penang Mutiara Beach Resort, Permodalan BSN, PWTC, Reliance, Roche, Sindora, SIRIM, Solectron, Supermix Concrete, Tara Prima Megah Bandung, Texchem, Wearne Brothers, Yeo Hiap Seng, and Yves Rocher
G. K. Lim is currently conducting research for, and writing, a definitive doctoral thesis on persuasion psychology.
Because he has been there "fighting in the trenches," G. K. Lim brings to his seminars / workshops street-smart no-nonsense ideas for survival and success in the highly competitive, fast moving and ever changing marketplace.
----------------------------------------------------------
To find out more about this prograam, send email to gk@gklim.com or hrs@cscms.com. Or call Danniel Lim / Kelly Teoh at 603-23811060
http://www.gklim.com/index.html
The Workshop Format
------------------------------------------------------------------------------
The two-day workshop follows a systematic learning format:
1. First, participants are presented with a concept -- that is, a set of ideas -- that provides the theoretical base of understanding for a practical action method. Without a theoretical base, their process is intuitive or trial and error. Even when there is little error, they don't know why they did well.
2. Second, participants practice the concepts during the program with their own real life sales situations. No case studies are used. Specifically, they think through an analysis for each of their key accounts and then plan a strategy for positioning themselves in that key account.
------------------------------------------------------------------------------
How Participants Apply The Principles To The Reality of Daily Selling:
------------------------------------------------------------------------------
Pre-course: participants are asked to think through and bring to the session their own current situations that present opportunities and problems. Part of the two-day program is spent in a workshop environment applying the Jack Wilner Key Account Management Process to those sales situations. Selling objectives of immediate priority to the sales person typically fall into one or more of the following categories:
New products/services to major accounts/prospects
Resuscitating former major accounts
Freeing up a stuck order
Negotiating and renewing contracts
Establishing new dealers, distributors, outlets or franchises
Penetrating other divisions of existing key accounts
Selling new set-ups, deals, or promotions
------------------------------------------------------------------------------
Program Topics
------------------------------------------------------------------------------
1. INTRODUCTION AND OVERVIEW
Objectives/Key outcomes
End Result
Action Plan
2. SECTION # 1: What It Takes To Be Successful With Key Accounts
3. SECTION # 2: Determining The Potential And Profitability of Each Key Account
4. SECTION # 3: Developing A Sales Strategy and Plan for Each Key Account
5. SECTION # 4: Developing and Maintaining Key Account Records
6. SECTION #5: Managing The Communication Process
7. SECTION # 6: Managing The Personal Visit
8. SECTION # 7: Training Key Account Personnel
9. SECTION # 8: Self-Management And Personal Development
10. ACTION APPLICATION
Participants practice the concepts with their own real life sales situations. No case studies are used. Specifically, they think through an analysis for each of their key accounts and then plan a strategy for positioning themselves in that key account.
------------------------------------------------------------------------------
What Participants, Who Have Been Through The Program, Have To Say About It
------------------------------------------------------------------------------
"It gave me a mechanism to better qualify my major, KEY, prospects and the tools to set up a professional, planned sales call
"The strategy we planned in the seminar worked great! We sold new products to a major customer where I've been trying without success for months."
"I now have a way of dealing with these undefined gut feelings about certain major KEY accounts."
"I expected another clever techniques session like all other sales training programs. I was pleasantly surprised to see the analytical, strategic approach."
"The seminar gave me the framework to unemotionally and systematically evaluate a new major sales opportunity."
------------------------------------------------------------------------------
Something To Take Back
------------------------------------------------------------------------------
Once the skills are transferred, participants bring them back to your company to practise on-the-job. G. K. Lim issues each participant with a workshop-manual-cum-resource-book, which includes key ideas from the training session, and which they can refer to in the months and years to come.
This manual includes the following forms and worksheets
Form 2-A: Determining Customer Potential
Form 2-B: Potential Sales & Profits New Products & Services From Existing Key Accounts
Form 2-C: Competitive Analysis
Form 3-A: Goal Setting Form
Form 3-B: Annual Planning Form
Form 4-A: Key Account Information
Form 4-B: Personal Information
Form 6-A: Key Account Call Planning Worksheet
Form 8-A: Personal Development Planner (How Am I Doing?)
Form 8-A: Personal Development Planner (How Am I Doing) Sample Filled In
------------------------------------------------------------------------------
Two-Year Post-Training follow-Ups Via Email
------------------------------------------------------------------------------
G K Lim offers a free two-year post-training follow-up in the form of an ezine called Partners, emailed to participants twice a month. Partners is a continuing training and education tool PMEE s -- professionals, managers, executives, and entrepreneurs. Each issue features articles on personal and business development, useful Internet links to other articles of interest to PMEE s, humor and inspirational quotations.
(To view past issues of Partners, please visit: http://groups.yahoo.com/group/partners88/messages
----------------------------------------------------------------------------
About G K Lim
----------------------------------------------------------------------------
G K Lim < gk@gklim.com > helps organizations increase sales, enhance profitability, improve productivity, out-distance competition, and expand market share, by training their human resource on persuasion psychology, which includes strategic / tactical selling skills, key account management, negotiation skills, customer service excellence, effective presentation skills, Emotional Intelligence enhancement, personal development, motivation, stress management, and mind/intuition enhancement.
He has had consulting and training assignments in Thailand, Indonesia, Malaysia, Singapore, and China.
G. K. Lim is a Fellow of the Institute of Sales and Marketing Management; Immediate Past President, China HRM; an Approved CMSI Sales Personnel Certification Advisor & Instructor; ISO Certified In Marketing & Sales (ISO CMS 991182); Certified e-Business Associate (EC-Council); Certified EC-Council Instructor; Certified Herrmann Brain Dominance Instructor; Certified Competency-Based Training & Education Instructor; Accredited Facilitator, Accelerated Entrepreneurs Development Program; Silva Mind Control facilitator; Affiliate, Jim Rohn International; Member, Ecumenical Society of Psychorientology; Member, Intuition Network; Affiliate, Internet News Bureau; NLP practitioner; Vice President for Publications/PR, HRD Gateway; Principal Consultant, Human Resources Services, certified facilitator for a number of proprietary training programs, such as "Psychology of Winning," "It's A Deal," "Adventures in Attitudes," and "You Were Born Rich Video Program;" and publisher of Partners, an ezine for professionals, managers, executives, and entrepreneurs.
A partial list of in-house training clients include: ABB, Aesculap, Acer, Bristol-Myers Squibb, Canon, Citibank, Cycle & Carriage Bintang, Datacard Group, Dell, Euromedical, GE Toshiba Silicones, HAVI Food, Intel, Komag, Maersk Medical, MBf, Maxis, Microsoft Thailand, Mitsui-O.S.K. Lines, New Zealand Milk, Nordberg China, O'Connor's, Pelangi Beach Resort, Penang Mutiara Beach Resort, Permodalan BSN, PWTC, Reliance, Roche, Sindora, SIRIM, Solectron, Supermix Concrete, Tara Prima Megah Bandung, Texchem, Wearne Brothers, Yeo Hiap Seng, and Yves Rocher
G. K. Lim is currently conducting research for, and writing, a definitive doctoral thesis on persuasion psychology.
Because he has been there "fighting in the trenches," G. K. Lim brings to his seminars / workshops street-smart no-nonsense ideas for survival and success in the highly competitive, fast moving and ever changing marketplace.
----------------------------------------------------------
To find out more about this prograam, send email to gk@gklim.com or hrs@cscms.com. Or call Danniel Lim / Kelly Teoh at 603-23811060
http://www.gklim.com/index.html
About The Training Provider: Human Resources Services
Human Resources Services - The course leader, G K Lim, is experienced in sales, marketing and business, and in cutting-edge adult learning techniques
G K Lim is a training consultant in the area of consultative / solution-centric selling skills, key account management, negotiation skills, customer service excellence, Emotional Intelligence enhancement, personal development, motivation, stress management, and mind/...
