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This program focuses on how to effectively manage retailer, dealer, or distributor accounts in terms of a sales process routine. This program also details the tools and reports to effectively handle and develop accounts. Lastly, this program explains alternative actions in developing business with customer.
Key Topics
I. Defining Account Management
A. What is Account Management?
B. Responsibilities of an Account Manager
C. Importance of Account Manager
II. Setting a Clear Path for your Account
A. Business Performance Review
B. Sales Contracts
III. Sales Management Tools for Effective Account Management
A. Monthly Coverage Plan
B. Account Call Sheet (Objectives, Results, Next Steps)
C. Account Sales Report (Inventory, Sales, Purchase)
IV. The Account Manager Daily Routine
A. Preparation for the Day
1. Check your self
2. Retrieve emails and memos
3. Review objectives for the day
4. Plan your call schedule
5. Prepare your sales and merchandising tools
B. Selling Proper
1. Pre-call
a. Review output from previous call
b. Review and update sales call objectives
c. Prepare your selling materials
2. Call Proper
a. Greet the customer
b. State your call objective
c. Get sales collection
d. Provide merchandising materials
e. Get inventory and sales volume data
f. Determine the order
g. Discuss marketing promo
h. Present suggested order
i. Close the deal
j. Thank the customer
3. Post-call
a. ****yze call result
b. Record and report call output
C. Closing Activities
1. Complete records and reports
2. Review objectives versus results for the day
3. Report output to your superior
4. Discuss any support request or concern to department PICs
5. Prepare for next day coverage
To learn more, please join our webinar. Please call or text: 0915.205.0133 | 0908.342.3162 | 0933.584.7266 | (02) 8.727.5628, or email us the following details at [email protected] so we can better assist you:
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This seller has been a member since: Apr. 21, 2018
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