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Distribution Strategy & Key Account Management

Managing and enhancing distributor and customer relationships are key activities for any sales or marketing department; if misunderstandings occur in either, the whole business process will be negatively affected.

This bespoke training programme focuses on providing a solid understanding of how to manage crucial customer and distributer relationships. The programme also looks at building knowledge on internal and external networks as well as understanding a range of measures used to assess the success of reaching target audiences.

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A bespoke training programme is researched, designed and delivered specifically for your needs.

We have a highly developed, sophisticated yet flexible approach for creating bespoke training solutions, which typically includes:

  • Step 1: Research & Familiarisation - Our training specialists work with you to research the key areas that will impact the programme design and agree project objectives
  • Step 2: Confirmation of Project Activity - Key areas of the project are confirmed in writing including all project steps, milestones, programme structure, supporting activity, timings and evaluation measures
  • Step 3: Preparation of Learning Content - Our project team prepare the programme in-line with the above steps. The content is highly specific to your organisation and the initiatives that are key to the success of your business
  • Step 4: Implementation of Training Programme - The programme is implemented in-line with the agreed rollout plan
  • Step 5: Project Evaluation - The project is evaluated throughout its implementation against key measures decided upon during Step 1

Below is an example of a programme we have designed for a client:

Channels to Market

  • Key corporate accounts
  • Zain distributors
  • Independent distributors

Challenges of These Key Account Relationships

  • What is a Key Account?

What Skills are Required in Managing These Key Accounts?

  • Internal relationships and networks
  • External relationships and networks
  • Understanding requirements
  • Identifying direct and indirect influencers

Added Value

  • What is meant by the term adding value?
  • What is meant by the term adding personal value?
  • How is Zain marketing adding value to its key stakeholders?

Key Account Strategy

  • What are your processes and how does the marketing function fit in
  • How do you map onto other departments
  • Accountability vs responsibility in apportionment of tasks

USPs

  • What is and what is not a USP
  • Historic examples of USPs
  • Conveying USPs

Measuring Key Account Effectiveness

  • Internal measures
  • External measures
  • KPIs and SLAs

Differentiating Services and Offers

Auditing Key Accounts/Customer Satisfaction

Understanding Account Structures

  • Tall, flat, hierarchical, central and de-centralised

The Psychology of Decisions (Heuristics)

This is an in-company programme with the following options. (Hover your mouse over the dotted items to find out more.)

Available Packages:

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Bespoke

Folder, workbook, handouts, pen and certificate of attendance

To suit you

Bespoke

Righttrack programmes are energetic, exciting and highly participative, which create an impact and motivate participants to learn and embrace change

We utilise a blend of learning methods: practice sessions, group workshops, scenario-driven learning, assignments, self managed learning, shared group learning, accelerated learning and structured group learning

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Sales Consultancy

As well as an extensive range of sales training programmes, we also provide sales consultancy. Find out more about our sales consultancy service.

Accreditations...

Accreditations

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