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Workshop:
Sales
Sales in B2B and Consumer Markets
Selling to Retailers: Adapting to the Rising Power of Retailers
Level(s): M / U
The power and influence of the "modern" retailer is growing. To be successful you need to adapt your long-term strategy to their changing demands. This needs to include private labels.
Managing a Sales Team in Consumer Markets
Level(s): M / U
Focusing your sales force on key accounts in consumer markets, while managing other channels more efficiently, allows your company to both defend or expand its market share while lowering selling costs, trade spending and marketing costs.
Selling and Channel Management for B2B Product Plus/Value Strategies
Level(s): M / U
Companies typically turn to (value-adding) channels when geographic, resource or product constraints lead to a gap between what the customer needs and what the business can supply. Identifying and developing the right channels and managing how your product fits these can expand both the reach and the profitability of your sales efforts.
B2B Sales and Key Account Management in Customer Specific Solutions
Level(s): M / U
Selling “products” creates competitive pressures that force a business to continuously compromise on price, margin, sales quality... Moving from "selling products" to “solving business issues” allows your company to break out of its vendor role and be compensated as a trusted business partner.
Building Long-Term B2B Customer Relations for Companies Offering Customer Specific Solutions
Level(s): M / U
Most companies tend to sell what they can deliver, rather than what the customer really wants. Yet when providing Customer Specific Solutions this isn't good enough. Truly understanding what your customer needs and reorganising your own resources to meet this needs to happen at every touchpoint of your business.
Building B2B Customer Relations for Companies Selling Value Added Products
Level(s): M / U
Building customer relationships (and sell) on the provision of value will only work if every part of the organisation understands this value and is able to re-enforce it to the customer. This means understanding the customer's needs and incorporating them in all activities that may touch him/her.
e- Sales, e-Marketing and e-Service in B2B Markets
Level(s): M / U
In most business markets, e-business has become the norm, yet opportunities still exist to make better use of the tools at our disposal. This can enable your business to sell products more profitability, dispose of excess inventory or capture more leads from the market place.
Managing B2B Sales Teams in Customer Specific Solutions
Level(s): M / U
The biggest challenge for an account manager selling customer specific is “getting the business to deliver what the customer needs”. For this he needs to understand both the way the customer works and “how to get things done” in his own company. Supporting your people on both fronts, will enhance their success rate and the customer's satisfaction.
Managing B2B Sales Teams in Channel/Value-Based Markets
Level(s): M / U
Sales forces in channel relationships continuously need to strike a balance between “pushing volume” with “supporting the partner”, between “growing the distribution network” and “focusing efforts”. Getting the mix right leads to higher, more sustainable sales figures.
Managing and Servicing Global/International Key Accounts in B2B Markets
Level(s): M / U
As customers internationalize their vendor relations, sales and service structures need to follow suit. Being able to consistently manage international accounts at the global, regional and (sub-)national level, will allow your business to maximise sales opportunities and create a long term integration with your customer's business.
Fundamentals of Sales
Level(s): M
Achieve better sales results and contribute to customer satisfaction and loyalty by structuring your sales process and by responding correctly to the customer's behaviour.
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