|
DETAILS:
Cost: $1,190
Length: 2 days
When: June 27 & 28
Time:
June 27
Continental Breakfast: 8:00 a.m.
Class: 8:30 a.m. - 4:00 p.m.
June 28
Continental Breakfast: 8:00 a.m.
Class: 8:30 a.m. -12:00 p.m.
Location:
Buckhead Executive Education Center
|
Program Description
For firms seeking to enhance their top-line sales and bottom-line profits as well as to limit the effects of commoditization, effective management of key/strategic accounts has become a critical focus. This program will present cutting-edge guidance and tools for enhancing your firm's key/strategic account program. Areas of concentration will include organization, management, and performance of key/strategic account processes.
The seminar will focus on models that can be used to help develop superior key/strategic account performance, including the following topics: account selection, managing complex sales situations, discovering and delivering unique value propositions, and developing strong personal and firm-to-firm relationships. Using the Key and Strategic Account Audit, participants will be able to analyze their key/strategic account structure and compare it with other successful key/strategic account programs. The program also will enable participants to focus on the performance of individual accounts by using the Relationship Assessment Questionnaire.
- Successful Key and Strategic Account Management can benefit a wide range of individuals working with key/strategic account programs: account managers, sales managers, general managers/owners involved with sales to their firms' most important customers, and salespeople or managers whose firms are contemplating developing a key/strategic account program. In addition, salespeople who would like to move into key/strategic account programs can also benefit from the information in this program.
- Build more effective key/strategic account programs
- Select the best customers for those programs
- Identify areas for improvement in the key/strategic account program
- Build strong customer relationships
- Assess strengths and weaknesses of their key/strategic account programs
- Develop unique value propositions based on client mapping
- Assess strengths and weaknesses within a particular key/strategic account
- Identify areas of under- or over-investment in specific accounts
James S. Boles, Ph.D., is Professor of Marketing at the Robinson College of Business and Executive Director for Robinson's Sales Program. The recipient of multiple awards for research and teaching, he currently teaches in the internationally recognized MBA and Executive MBA programs and is editor of the Journal of Personal Selling and Sales Management.
Jim has conducted sales research and training for a number of notable organizations, including AT&T, NationsBank, Bank of America, Scientific-Atlanta, Alfa-Laval, Honeywell, and the Atlanta Olympic Committee. In the sales and customer-service area, he has presented seminars to strategic account managers from such major corporations as PPG Industries, BP, Exxon, Bank of America, Cypress Communications, Honeywell, and DuPont.
Internationally, Jim has conducted sales training programs for sales managers in the Caribbean and has also conducted negotiation seminars for executives from a number of firms based in the Caribbean. Jim is the author of more than 50 journal articles published in such leading publications as the Journal of Marketing, Journal of Business Research, Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Personal Selling and Sales Management, and the Journal of Applied Psychology.
Wesley J. Johnston, Ph.D., is the CBIM Roundtable Professor of Marketing at the Robinson College of Business. Wes is an expert in the areas of business-to-business marketing and strategic selling, key account management, and sales force management. He has contributed to projects for such corporations as AT&T, AccuRay, Beers Construction Company, Bushnell, Cargill, Carrier International, Greif Brothers, Honeywell, Lanier WorldWide, Sabert Corporation, Southern Company, UPS, Unimation, Weyerhaeuser, and W.W. Williams. Also, Wes has extensive experience in executive education programs.
In addition to having taught executive MBA programs at Georgia State University, the University of Southern California, and the Helsinki School of Economics, he is an instructor in the ISBM Key Account Management program and the Wharton program on Building a World Class Sales Force. Recently, Wes addressed groups of managers in various European countries on business-to-business marketing and international sales force management.
Location
Buckhead Executive Education Center
Cost: $1,190.00
