038. Managing the Account Portfolio
Instructor: John F. Monoky, Ph.D.
Wednesday, March 14, 2018
8:00 am – 11:30 am
(this is a morning course, you will need to select an afternoon course as well)
Full Course Decription:
All customers are not created equal but all deserve a meaningful definition of value that satisfies the needs of both the customer and the distributor. This session is a pragmatic approach to segment and align your sales and service organization to create value and make money from your key, target, maintenance and why bother customers. It also looks at the requirements to take care of the unique needs of your firm's strategic accounts.
Who Should Attend:
This course would be of value to the entire organization: top management, middle management and the professional regardless of functional title.
1. Defining and categorizing accounts based on their value to the firm and our relative position with them.
2. Building different value propositions based upon account category.
3. Aligning internal capture, fulfillment and retention resources based upon an account value.
Overall Rating: 4.6
“Thought the course was great. Gave me some great things to present to my company.” – Sales
“Changed the way I view my team. This course has pointed out some holes in my strategy.” – Branch Manager
“Very thought provoking and in some cases groundbreaking for my company” – National Distributor Account Manager
“This course opened my eyes to a new selling approach to different customers and markets.” – Sales Manager
“Very good. A fresh look at a rapidly changing field. A break from tradition is needed for survival and growth.” – Outside Sales
At the end of each session we asked the attendees to review and rate each course. These reviews are anonymous so we can only provide their job titles. Ratings are based upon the benefit of the course, quality of the course, instructor expertise, ability to communicate and quality of visual aids and are rated on a scale of 1-5.