Session Outline

Objectives and Benefits 


After this training program, you shall be able to:


1) Understand and anticipate key accounts' business needs to grow the account

for the future


2) Understand and build strong relationships with influential people of key accounts


3) Plan and prepare your negotiations with Key Accounts for optimal outcomes;


Methodology



This Workshop consists of a lively series of short participative lectures conveyed using plain uncomplicated explanations. Learning will be facilitated through exercises and case studies. Ample seminar materials will be given to participants to serve as a constant source of reference to them. Ample time will be allotted for group discussion.

课程目标和学员受益


在本课程结束后,学员将能够:


1) 了解并预测大客户的业务需求,以备未来进一步发展与该客户的销售


2) 了解并与大客户的主要影响者建立起很深厚的关系


3) 做足准备以取得与大客户的最优谈判结果


教学方法


本课程包含一系列生动翔实的参与性讲解,说明和解释通俗易懂,训练和案例贯穿始终,学员还会获得大量的讲座材料,作为日后的常用参考资料。讲座还将为小组讨论做出合理的时间安排。

Who should attend?

This workshop is designed especially for Key Account Managers, Customer Service people and anyone who is responsible to grow more business from existing customers!


谁该受训


需要有条理地加强大客户的产出的大客户经理、销售及客服人员

Agenda

8:30 AM - 10 AM
First Part
What are some of the changes you experience in your industry over the last 5 years?你的行业在过去5 工作中...
What are some of the changes you experience in your industry over the last 5 years?
你的行业在过去5 工作中你观察到哪方面的改变?

Qualities of a good key account sales person
优良大客户销售人员的特质

Profiling Your Key Accounts 了解你的大客户

Are they a Bargainer, Friend, Dictator, or Strategic
Partner?
他们是否属于讨价还价、朋友、独裁者或战略伙伴等类


Does it mean that all good key accounts have to be
Strategic Partners?
是否所有优质的大客户都必须是战略伙伴?

How to deal with each type of Key Account?
如何应对不同类型的大客户?
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10 AM - 10:15 AM
Coffee Break
10:15 AM - 12 PM
Second Part
Qualifying the Right Key Accounts 筛选合适的大客户 Who should, and who shouldn't be your Key Accounts...
Qualifying the Right Key Accounts 筛选合适的大客户

Who should, and who shouldn't be your Key Accounts
谁该,及谁不该,成为你的大客户

What kind of Key Accounts should have a higher priority?
哪些大客户应该优先对待?

Strengthening your relationships with Key Accounts using
the R4 concept
使用R4 概念以更好滴维护大客户的关系
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12 PM - 1 PM
Lunch Break
1 PM - 2:30 PM
Third Part
Identifying the Key Influencers and Decision Makers了解谁是决策者及主要影响者。 Who are the Decision Makers...
Identifying the Key Influencers and Decision Makers
了解谁是决策者及主要影响者。

Who are the Decision Makers and Key Influencers
客户的决策者和主要影响者是哪些人?

Who are the Key Influencers outside the company?
在客户单位之外还有哪些影响者?

Are the Key Influencers supporting or against you?
主要的影响者是支持你还是反对你?

Case Study: How to work through the different
Relationships in a Key Account
案例分析:如何梳理大客户中的各个关系
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2:30 PM - 2:45 PM
Coffee Break
2:45 PM - 4 PM
Last Part
Cross-Selling with Key Accounts针对大客户进行交叉销售 • Identifying unfulfilled needs of Key Accounts ...
Cross-Selling with Key Accounts
针对大客户进行交叉销售

• Identifying unfulfilled needs of Key Accounts
了解大客户还有哪些为满足的需求

• Identifying what other products, services or solutions
you can cross-sell to your Key Account
拟定你还有哪些产品、服务或方案是能够对大客户进
行交叉销售的

• Pitching for cross-selling
如何进行交叉销售

• Role Play: Cross-selling with a Key Account
演练:针对大客户进行交叉销售
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4 PM - 4:30 PM
Conclusion
• Program Wrap Up
• Summary of Key Learning Point
• Evaluation

Speakers

  • C.J. Ng

    C.J. Ng

    C.J. is a world-class sales, leadership and experiential learning consultant who has helped international companies achieve quantum improvements in sales profits in China and beyond. So far, C.J. Is the 1st and ONLY Asian sales, innovation and leadership expert to have been invited to speak at the American Society for Training & Development (ASTD) International Convention.

    Prior to being a consultant in China, C.J. was Asia Marketing Manager for a Fortune 500 logistics company, as well as Corporate Training Director for Ringier AG, Switzerland's largest media group. Prior to coming to China from his native Singapore, C.J. had successfully started an eBusiness enabling platform that has helped more than 70 traditional business enterprises leverage the power of the Internet to grow their businesses. His diverse experience in different functional roles from sales and marketing to human resources to senior management, as well in different corporate cultures allows him to provide otherwise hidden insights to his clients.

    C.J. has a 2nd Upper Honours in Management from the University of London, and a Post Graduate Diploma in Computing from De Montfort University. He is also the Master Trainer for Leadership IQ in Asia and a certified Belbin Team Role facilitator.

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Tickets

A prepayment is required for all full-day training sessions. 

Member Ticket
Member Price RMB 2,650
Member Company Employee Ticket
Standard Price RMB 3,650
Non-Member Ticket
Standard Price RMB 4,650
Member Ticket + Redeem 500 RMB Voucher

This ticket is only eligible for members who have a RMB 500 voucher for FULL-DAY TRAININGS. Failure to present the voucher will result in paying the full price for the session.

If you have any questions about this ticket, please contact ivette.corominas@amcham-shanghai.org

Member Price RMB 2,150
Member Company Employee Ticket + Redeem 500 RMB Voucher

This ticket is only eligible for member company employees who have a RMB 500 voucher for FULL-DAY TRAININGS. Failure to present the voucher will result in paying the full price for the session.

If you have any questions about this ticket, please contact ivette.corominas@amcham-shanghai.org

Standard Price RMB 3,150

Registration

  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.

Venue

AmCham Shanghai Conference Center

Suite 568, Shanghai Centre, 1376 Nanjing Road West
Shanghai, China

If you have any questions please contact

Contact Organizer

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