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Customization Process
Client Acquisition
Key/Target Account Development
Inside/Counter Sales
Sales Management
Custom Management Programs
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Key/Target Account Development
Industrial Sales Professionals who are responsible for Key / Target Account Development.
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This module is designed to provide the participant with proven techniques to increase penetration of existing accounts and how to determine what drives their customers’ business and decision making process. This three (3) day module is presented as one (1), three (3) day session.
- Pain Identification
- Benchmarking
- Cross Selling
- Market Knowledge
- Knowledge of the Competition
- Organizational Dynamics
- Client Financials
- Total Cost of Ownership
- Documented Cost savings
- Lifetime Revenue Opportunity
- Hierarchal Needs
- Legal Agreements
- Presentations
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