Business Efficiency
Selected Programs
- New Business Team to Train on a New CRM Tool
- Increasing the Rate of Consumer Credit in a Specialty Furniture Store Chain
- Helping a Team of Sedentary Sales Reps Revitalize MarginsManufacturer of technical aluminum products (bars, sections, veneers, blocks) with a strong service focus (finished product).
- Optimizing Negotiation Management in the Wholesale SectorDVD film distribution
- Generating Additional Sales in a Chain of BoutiquesCustom-made swimwear
- Securing a Management ContractAsset management bank catering to corporate clients
- Securing Meetings with Senior ExecutivesConsultant firm specializing in the organization and optimization of manufacturing plants
- Advanced Negotiation Training for Executive EngineersAutomobile equipment manufacturer (AEM)
- Negotiation Training for Business ConsultantsRegional retail bank
- Boosting Referral and Retention RatesMobile telephone customer service department
- Reviving Sales for a Line of ProductsRetail bank
- Boosting Confidence Before Key NegotiationsMobile phone manufacturer
- Training and Certifying Distributors on Getting New OffersTelecommunications
- Providing Training Prior to Key NegotiationsIndustry
- Assisting with the Design of Internal Communication Media for Sales TeamsRetail bank
- Assisting with the Recruitment of Sales PersonnelInsurance
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Extracts from Publications on Negotiation Techniques
These extracts have been taken from works by:
Frédéric Vendeuvre and Thierry Houver
In what has become an increasingly complex and highly competitive sales environment, hard work, willingness and classic methods are no longer sufficient. Choosing your key accounts, outlining a suitable entrance strategy, laying down the groundwork, carrying out effective lobbying, and negotiating fruitful agreements with buyers are all themes that are fundamental to the company's key account manager. The authors have outlined and concisely presented some best practice models for key account selling to help the reader:
Key account managers seeking tools and methods as a means to increasing profit will find a day-to-day guide in this book. Directors and managers alike will discover an invaluable resource for implementing a key account framework and reasserting their own role in the proceedings.
View extracts from this publication on-line:
In what has become an increasingly complex and highly competitive sales environment, hard work, willingness and classic methods are no longer sufficient. Choosing your key accounts, outlining a suitable entrance strategy, laying down the groundwork, carrying out effective lobbying, and negotiating fruitful agreements with buyers are all themes that are fundamental to the company's key account manager. The authors have outlined and concisely presented some best practice models for key account selling to help the reader:
- Develop an 18-24 month strategy
- Devise a winning strategy/plan of action
- Sell value
- Gain the competitive edge in a public tender
- Negotiate and finalize
- Build up loyalty of key account clients
Key account managers seeking tools and methods as a means to increasing profit will find a day-to-day guide in this book. Directors and managers alike will discover an invaluable resource for implementing a key account framework and reasserting their own role in the proceedings.
View extracts from this publication on-line:
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