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sales management

sales management

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Published by aravind_raj40

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Published by: aravind_raj40 on Sep 13, 2008
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04/03/2013

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 This program will provide you with a map that will help
navigate and manage important ,large of complex account.The emphasis is on understanding the humanelement that determine the account trajectoryand how you can influence the accountdynamics.Individuals move on, by leaving organization orthough promotions, one of the key goal of thisprogram is to reduce the dependency onindividuals private knowledge . The tools usedduring the program will form a coherence andeffective summary of the main feature of theaccount with the minimum of difficulty and looseof relevant informationThis program is underpinning by the principalsthat relationship that are based on trust andrespect are more likely to endure . Thesequalities demand a genuinely client -centricapproach. This program will give you a practicalframe for identifying and addressing thepersonal and professional need of the individualwith whom you will interact in your work.
IIPM – Sales Management– ProgrammeOverview
 
 
Program Overview…………………………………………….1Course Map…………………………………………………….5The power of structure…………………………………….. 6The Decision making cycle (1) ………………………………9Customer Business……… 11Situational Analysis………………………………13Opportunity Match……15Opportunity Assessment Grid………………………………..17Terrain Map : Account overview……………………………..19Account Strategy………………………………………………21The Decision Making Cycle (2) ………………………………23Credibility Triangle…………………………………………...25Relationship Building………………………………………….27Habits…………………………………………………………..28Contacts……………………………………………….29
 
 
CourseMap
Opportunity Strategy Engagement
 
The power of Structure *Opportunity Assessment Grid * Credibility Building
The Decision Making Cycle *Terrain Map *Deal Diagnostic Document
Customer Business Star *Account Strategy * Implementation(Situational Analysis Star) *Deal Strategy) * (Relationship Building)
Internal Process Map *(Strategy)(Opportunity Match) (Engagement) 
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