Provided by: Serebra Learning Corporation

Understanding Your Customer

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Find Your Genius!

Training Provided by Serebra Learning Corporation

Can you imagine trying to sell a product or service to a customer you know nothing about? You probably wouldn't succeed. The better you know your customer, the higher your chance for success. In this course, you'll learn about the first major component of the strategic account sales (SAS) approach: research. You'll start by learning about the key areas to research using the SAS approach and where to find business information sources about your client. Next, you'll explore researching your customer's business and key players and applying what you learn to the process of account planning. And finally, you'll gain an understanding of the business fit and how you and your customer can both achieve your desired business objectives. Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts

Training Avaliability and Delivery

This is primarily online training
	This is an online eLearning or CBT training program
	Contact Serebra Learning Corporation for more information

Training Presented in:

English

Related Keywords: sales customer facing skills strategic account understanding business research fundamentals recognize benefits good five questions are critical success drive customer research match five sales sas search elements used characteristics those elements information sources types information found those sources researching customer s customer s business profile direction categories questions ask when customer profile examples those categories departmental profile determine correct information include corporate profile departmental profile parts sas account planner given scenari

Training Program Details

Audience

Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts

Topics

Objectives

recognize the benefits of good customer research.
identify the five questions that are critical to your success and drive your customer research.
match the five strategic account sales (SAS) search elements used in customer research with the characteristics of those elements.
match business information sources with the types of information found in those sources. Researching Your Customer's Business
recognize the benefits of researching a customer's business profile and direction.
match the categories of questions to ask when researching customer profile and direction to examples of questions in those categories.
match the categories of questions to ask when researching departmental profile and direction to examples of questions in those categories.
research business information sources and determine the correct information to include in the corporate profile and departmental profile parts of the SAS account planner in a given scenari

About Serebra Learning Corporation - Training Provider

Serebra Learning Corporation - Serebra Learning Corporation provides technology-based training solutions through a combination of Cortex, its proprietary learning management system (LMS), and a curriculum catalog with over 1,825 current courseware titles. Founded in 1987 (as FirstClass Systems, with a name change to Serebra in 2001), Serebra has over sixteen years" experience delivering e-learning solutions to both...

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