PublicConfirmed Sales Account Managers ready to move to Strategic Account Management role.
Large accounts being parts of private and government organisations.
French Strategic Account Managers exposed to International customers.
French Sales Managers needing to quickly update and refresh their business English - being exposed to international sales environments.
DatesA déterminer en intra
Durée en joursNous consulter
ObjectifsAu terme de la formation le stagiaire sera capable de :
Provide guidance to the new Strategic Account Managers
Provide exposure to Anglo-Saxon sales methods and approaches
Identify and satisfy key business contacts - during the sales cycle from discovery to closing
Understand the purchasing processes and methodologies used by large accounts
Create an added-value proposal to successfully address RFI/RFQ's
ProgrammeProduct strategy and analysis product by country
Prioritisation by country, potential and risk
Technical constraints and identification of the expected “local flavour”
Economic analysis and expected delay in deployment
Anticipation of support and sales organisation required to succeed
From daily sales to strategic account management, what makes it so different?
What makes it “strategic” from the point of view of your customer and your employer?
From regular sales to field expertise approach
Updated job specification, responsibilities and reporting lines (matrix)
Expected and required skills to be successful
The role and expectations of business contacts inside and outside your company
Identification of new interlocutors (company, customers, suppliers)
High-Wide-Deep discovery (3D prospecting)
Understanding the role of a new range of business contacts purchasing, prescribers, management, product marketing, technical, projects, bid support team…
Understanding the various organisations (vertical, vertical and specialised by markets and matrix,)
Decoding and managing the purchasing cycle and the RFI/RFQ processes
Customer needs, from identification to proposal to RFI/RFQ
Interdepartmental relations between technical, projects and purchasing
Building an added value proposal to RFI/RFQ
Decoding the RFI and GO-NOGO bid
Providing an added-value proposal to an RFI/RFQ via the Compliance Matrix method
Understanding and benefiting from the customer expectations between the RFI and RFQ phase
Presenting the added-value response to a customer team (RFI/RFQ phase)
Maintaining and developing the strategic relationship with the customer
Making expertise available to the customer’s customer (internal or external)
Cross-fertilisation: national or international
Obtaining references and High-Wide-Deep progression
Formateur(s)IAE - 20 ans d'expérience de la formation
Expert des négociations de vente et d’achat, incluant préparation, stratégies/tactiques et closing
Expert de la négociation interculturelle et de la stratégie de développement commercial
Contrat import/export, distribution à l'international