SAL – Sales & Account management

Adding and delivering value to your customer,
a client-driven organisation…


Collective intelligence and Management training programmes help  your employees to understand what managing people implies, what are the key competences required to manage yourself and then manage others.
The role of the management has evolved during the last  decade due to the digital revolution and social media emergence.
Team members want to contribute and present their ideas and share with their colleagues.

  Basic Level


We are all customers , but we are not all sellers!  Learn how to approach a customer and be a successful sales person.


Objectives

  • To contribute to the process of customer satisfaction and customer loyalty
  • To manage the buy-in of your customers
  • To put yourself in your clients’ shoes
  • To focus on buyers’ needs, solutions and problem solving

Programme outline

  • Identifying the key expectations of your client
  • Evaluating your effectiveness and improving your impact
  • The customer-oriented attitude – selling and delivering value
  • Developing flexibility to adapt your sales approach to the behavioral profiles of your clients
  • Customer communication
  • How to close the sale successfully
  • Personal action plan
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Junior sales manager and project manager who need to understand the principles of sales techniques.

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To know the next available date and register, contact us with the training ref (SA01) and the location.

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This training takes place in our office in Luxembourg and Dakar-Senegal.


Clients are more and more demanding and to differentiate ourselves on the market place we need to propose solutions that add value to our client. How to move towards solution and better respond to their needs and challenges.

Objectives

  • To move towards a consultative and value-added selling model and the process involved
  • To develop consultative skills and knowledge
  • To compete on value: positioning value-added performance versus product performance
  • To acquire tips and tricks in questioning skills, objection handling and closing techniques.

Programme outline

  • From product selling to solution selling
  • Business needs and value mapping
  • Managing the customer relationship to increase repeat business
  • Multi-level selling: build your personal network in your customer’s company
  • Competing on value – selling value performance instead of product performance
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Experienced sales manager who want to refine sales planning techniques, build leadership skills, compete on value and become more powerful decision-makers.

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To know the next available date and register, contact us with the training ref (SA02) and the location.

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This training takes place in our office in Luxembourg
and Dakar-Senegal.

  Intermediate Level


This programme will help sales managers to shift from pure sales to managing sales forces. A necessary transition from selling to managing is now required to produce results with key customers and global accounts in particular.


Objectives

  • Establishing best practice in sales management
  • Developing a clear understanding of sales processes and plan
  • Defining sales competences and understanding how to use them as a basis for coaching and motivating your sales force to achieve your objectives and targets
  • Encouraging and otivating high-performing teams

Programme outline

  • Excellent sales managers : The transition from selling to managing
  • The sales operation: identifying and using standards of performance
  • Sales planning: how your business situation affects the links to vision, mission, strategy, and tactics; links to and translate corporate goals; techniques for developing action plans
  • Leadership and the sales manager: situational leadership
  • Motivating and guiding the sales team: essential tools for developing sales teams
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Sales managers and account directors with up to two years experience who need to share and grow tool box as well as experienced sales managers who need to refresh their knowledge on how to manage their sales activities.

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To know the next available date and register, contact us with the training ref (SA03) and the location.

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This training takes place in our office in Luxembourg and Dakar-Senegal.


This programme will help global account managers to gain a better insight in their customers’ business and implement a proper strategy as well as developing value-added business relationships.


Objectives

  • Identify where to focus your resources and efforts to get the best return for your business
  • Gain greater insight in your account’s business issues
  • Develop a powerful approach to key account planning
  • Move your business relationships with accounts to an optimum level

Programme outline

  • The rationale for strategic customer management
  • Business strategy and the sense-and-respond company
  • Customer relationship management
  • Managing customer equity
  • Capturing the value advantage
  • Customer specific value proposition design and value-based pricing
  • Key account strategy
  • CRM strategy implementation
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Key account and global account managers who have to manage global accounts at national and international levels.

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To know the next available date and register, contact us with the training ref (SA04) and the location.

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This training takes place in our office in Luxembourg and Dakar-Senegal.

  Senior Level


Nowadays the client buying from you a solution wants to know what he will get as an impact on his business: we call it Value !
Competitoin has increased in almost all sectors, how to be chosen by this client ?  How will he make the difference ?  Learn how to build a consultative process and sell value for long-term partnership.


Objectives

  • Structuring the consultative process
  • How to become a solution expert in your customer’s mind– parallels to and differences from the traditional sales approach

Programme outline

  • Structuring the consultative process
  • How to become an appreciated solution expert in your customer’s mind– parallels to and differences from the traditional selling approach
  • Developing consultative skills and effective sales strategies
  • How to create and sustain a customer relationship
  • Competing on value – selling instead of product performance
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Any experienced sales and/or business development executives who are, or should be, in a consultative selling role and wish to develop their skills to position their value to their customers.

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To know the next available date and register, contact us with the training ref SA05) and the location.

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This training takes place in our office in Luxembourg and Dakar-Senegal.


Putting brand awareness at the heart of your communications strategy ! « Marketing is an investment, not an overhead. » 


Objectives

This workshop is designed to help you evaluate the achievable benefits of brand communications in your company
Group work includes marketing challenges, followed by case history evidence and the chance to talk through your own issues.

Programme outline

  • Marketing in the 21st century
  • Advertising effectiveness
  • An international case history challenge – your response
  • Business-to-business
  • Games
  • Globalisation of advertising
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Any executives managing communications strategy, advertising development and budgets, implementation of integrated campaigns, or agency relationship.

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To know the next available date and register, contact us with the training ref (MARK07) and the location.

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This training takes place in our office in Luxembourg and Dakar-Senegal.

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