About Workshop
Background
Sales is one of the most important activities for any organization not only to survive but to compete. Sales people are the front line soldiers for all the companies to make the first inroads in customers mind to make sales to create the building blocks for the company’s survival.
Successful sales people are not born but made; effective sales professional must master the vivid skills & techniques to master the art of sales and achieve success of distinct magnitude. All sales professionals need to use a systematic process to achieve maximum potential. This training is essential for all successful professionals who want to take it to the next level and get even better.
Corporate Sales in telecommunication which mainly focused on the niche market is of immense importance in restoring the brand image and reputation of any company especially in telecommunication sector.
Why will you attend this training session?
The training will offer the participants a comprehensive guideline comprising of effective guideline regarding corporate account management in telecom industry focusing on the key skills, expertise, and consideration to be the best in corporate telecom business segment.
Training Outcomes:
After successful completion of the training the participants will be able to
Grow passion to become a Corporate Account Manager
Expertise to handle even the most difficult corporate client and bring the client under the company’s umbrella
Focus on major roles and functions of a corporate account manager along with sales
Know the structure & responsibilities of different personals in corporate sales department
Important industry terminologies, KPIS and impact in business
CRM and Churn Management
Workshop topics to be covered:
What is corporate Sales Management
Corporate Account Manager
Common structure of a Corporate Business(Sales) Unit
Requisites skills of a Corporate Account Manager
Job Description of a Corporate Account Manager
Qualities of a Good corporate account manager
Functions of a Corporate Account Manager
KPIs of Corporate Account Managers
How to effectively manage profitable key accounts
How to develop Key Account Management Strategy
Roles of Team Leader in Corporate Account Management
How to demonstrate Effective Leadership
Compliance Unit
Importance of Compliance Unit in Corporate Business
Activities & responsibilities of Compliance Unit in corporate Account Management
Impact of Compliance Unit in terms of Corporate Account Management
What is CRM & the importance of CRM activities in Corporate Account Management
Benefits & advantages of Customer Retention
Commonly Used CRM in telecom Industry for Corporate Clients
Customer Attrition or churn
Why customers quit
Impact of Churn in business
Effective Churn Management
Why Don't People Buy from You
Why do people object
Positive aspects of objection
Things must not while tackling objections
Effective ways to overcome customers’ objection
Ways to make your customer like you
Rules of Negotiation
Successful closing tips
Where the corporate manager’s role & business in heading
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