Key Account Management Workshop
Each McDonald Group Program is entirely customized for sponsoring distributor. We work with you to define your most critical training issues and needs. These issues and concerns are then reflected in the lectures, content of materials, student projects and team discussion assignments. Workbook materials are printed specifically for your session with your logo.
Who Should Attend:
Sales Managers, General Managers, Branch Managers, Equipment Sales Professionals, Product Support Sales Professionals, Factory Key Account Executives, Anyone interested in improving Key Account management practices.W

What Will You Learn?

Build a comprehensive strategy to defend and expand your business in each target account as a consultative sales professional. Discuss how to collaborate with your internal support people as powerful sales team. Determine how to best approach each key influencer and build credibility. Learn to create a comprehensive situation appraisal through in-depth interviews. Define future sales potential based on real customer needs… not history. Discuss how to sell customers the way they want to be sold. Create a Mission Statement for approval by your key account. Examine your strengths and weaknesses from the customer's point of view. Accurately define and assess vendor selection criteria and your weak points. Appraise your vulnerability against all competitors. Learn to negotiate effectively from your detailed knowledge of customer issues. Determine where you should best invest your time, resources and energy. Build a realistic, comprehensive Strategy and Detailed Action Plans.

After attending our McDonald Group Key Account Management Workshop you will have the tools and skills required to better manage your crucial Key Account relationships. You will also be able to better assemble and deploy distributor resources to support your sales efforts.

CALL 1-800-217-8509 FOR COURSE INFORMATION