Key Account Management, Lead Management
1-Day Sales Training
Increasing efficiency in getting new customers via on- and offline acquisition. The job description of a sales manager position always starts with the task of acquiring and converting new customers. In this particular business workshop we use and combine digital marketing, traditional marketing and quality management to optimize the process of acquisition.
Business Workshop, Key Account Management
2-day Training
Increasing efficiency in getting new customers by on- and offline acquisition and development of existing customers. The job description of a sales manager position always starts with the task of acquiring and converting new customers. In this particular business workshop, we use and combine digital marketing, traditional marketing and quality management to optimize the process of acquisition. We put into practice and yet optimize the well-known A-I-D-A-formula - we identify our target group and improve on how to get qualified names and addresses and how to manage the process in a sustainable way with the help of key performance indicators to increase sales volume and profitability.
Sales as Profit Center Management
2 day training (Inhouse Workshop)
Every salesperson is not only a manager but also an entrepreneur. The main objective is to maintain competitiveness, market share, sales volume and profitability. Contribution and EBIT, EBIT-margin are benchmarks for every sales manager. Sales managers act as responsible representatives in an agile working environment. The European Foundation for Sales and Marketing works with the assets of marketing in sales to work out a clear structure of what can be optimized. By imparting our knowledge, we aim at creating a substantial foundation for your sales department so that your staff has the necessary tools in order to implement a sustainable development. We empower your sales people to think and to act economically in order to satisfy both the customer as well as the employer.
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KAM Pharmaceutical and Medical devices
2 day training
Increasing efficiency in getting new customers by on- and offline acquisition as well as develop existing customers. The job description of a sales manager position always starts with the task of acquiring and converting new customers. In this particular business workshop, we use and combine digital marketing, traditional marketing and quality management to optimize the process of acquisition. We put into practice and yet optimize the well-known A-I-D-A formula - we identify our target group and improve on how to get qualified names and addresses and how to manage the process in a sustainable way with the help of key performance indicators to increase sales volume and profitability. Industry focused seminar on current developments in pharmaceutical distribution. Purchasing cooperatives, purchasing alliances, online sales, etc. often put pressure on the traditional pharmaceutical sales team. We will discuss opportunities and risks and how to manage them sustainably. Acquiring new customers, retaining existing customers and winning back customers is the focus of the seminar. The key customer usually has a high share of total sales and contribution margin and therefore has to be served sustainably. We think about how we can move from a unique selling proposition to a unique customer proposition, how we can recognize and communicate our company and product advantages and how we can establish customer loyalty to us, our company and our products/services.
Certified Sales Manager
2 day training
Business Training in Sales and Management with Focus on Management Deployment and Leadership. Sales volume, revenue, contribution, Lead Management, development of existing customers, customer recovery will be discussed as well as employee satisfaction, retaining employees and return on investment. Peter Drucker, the US management guru, described himself as a socio-economist.
This attitude and this designation, are in my eyes, very important factors for any marketing manager. It is about economic factors such as turnover, sales and contribution margin. It is about margins and about return on sales in the customer service process and within the framework of customer contact points. Social factors also play a major role: If we now refer to our employees, our colleagues in the agile working environment as internal customers, if we perceive them as such and deal with them accordingly, we are on the right track.
This attitude and this designation, are in my eyes, very important factors for any marketing manager. It is about economic factors such as turnover, sales and contribution margin. It is about margins and about return on sales in the customer service process and within the framework of customer contact points. Social factors also play a major role: If we now refer to our employees, our colleagues in the agile working environment as internal customers, if we perceive them as such and deal with them accordingly, we are on the right track.
Key Account Management, Remote Training (Part 1)
Webinar 1 hour
What is a “key account customer”? We know the so called 80/20 rule suggesting that we make 80% of our revenue, our contribution, our profit with only 20% of customers. This particular 20% is defined as the “key account customer”. Our aim is to evaluate accumulated opportunities and risks related with this business partnership.
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Key Account Management, Remote Training (Part 3)
Webinar 1 hour
Key Account Management, Webinar, Remote Sales Training. What is a “key account customer”? We know the so called 80/20 rule suggesting that we make 80% of our revenue, our contribution, our profit with only 20% of customers. This particular 20% is defined as the “key account customer”. Our aim is to evaluate accumulated opportunities and risks related with this business partnership.
Key Account Management, Remote Training (Part 4)
Webinar 1 hour
4th out of 4 parts. Key Account Management, Webinar, Remote Sales Training. What is a “key account customer”? We know the so called 80/20 rule suggesting that we make 80% of our revenue, our contribution, our profit with only 20% of customers.
This particular 20% is defined as the “key account customer”. Our aim is to evaluate accumulated opportunities and risks related with this business partnership.
This particular 20% is defined as the “key account customer”. Our aim is to evaluate accumulated opportunities and risks related with this business partnership.
Key Account Management, Automotive & Mobility
2-Day Training
Specialised training for the automotive and mobility industry. Defining chances and risks of a fast changing industry, high volume vs. low contribution margin. Value Selling is one of the arguments to develop the market. A traditional industry needs to reinvent itself so it can meet the environmental requirements of customers and government. Thus, quality management becomes a central issue in the car production process from the very beginning. We integrate QM and management tools and combine it with best practice samples. Increasing efficiency in getting new customers by on- and offline acquisition and development of existing customers. In this industry-specific seminar, we deal with the topic of VALUE PROPOSITION and supplier position. What are the customer's requirements (product performance and ancillary product performance), how well or how poorly do I/my company/my customer contact points perform? Who is my competitor with regards to my A customer and how do I succeed in working out a UNIQUE CUSTOMER PROPOSITION? How do I sustainably optimize opportunities and risks and also strengths and weaknesses?
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Strategic Sales Management
2-Days Business Training
Is there a special task in responsibility of Marketing or Sales? The right answer might be: The key for market success is found in how the sales department and the marketing department communicate and cooperate with each other. Marketing research is part of marketing management. In this Business Training we have a look at the whole market (macro view) rather than concentrating on increasing product and service features for our existing customer. The very best market researcher for existing customer groups is the Sales Manager. We talk about product needs, product benefits and services like financing, leasing, delivering, availability of products and people, and such services requested by the customer that are not provided for so far. With this sort of information we work out a strength and weaknesses analysis and combine the information with the business model of each participant. We face 9 dimensions including investments into and risks of new products, new services. A high benefit is offered by integrating the individual business cases into the business model.
Key Account Management, Remote Training (Part 2)
Webinar 1 hour
2nd out of 4 parts. Key Account Management, Webinar, Remote Sales Training. What is a “key account customer”? We know the so called 80/20 rule suggesting that we make 80% of our revenue, our contribution, our profit with only 20% of customers.
This particular 20% is defined as the “key account customer”. Our aim is to evaluate accumulated opportunities and risks related to this business partnership.
This particular 20% is defined as the “key account customer”. Our aim is to evaluate accumulated opportunities and risks related to this business partnership.