11-12 March 2010    /    17-18 June 2010    /    13-14 October 2010

This two day interactive workshop will be custom-designed for the participants.  It is for representatives, product specialists or key account managers that sell into hospitals or major accounts in the healthcare industry.  The programme is centred around the development of a Key Account Plan for a real key account of each participant so that the material and skills will be used immediately in the field.

This programme will:

• Explore the differences and similarities between key account management and sales.
• Develop a vision and SMART objectives for the key account.
• List and rank decision-makers, influencers and supporters in the account.
• Develop and document strategies and actions for each customer according to where they are in the buying cycle and existing sales data.
• Demonstrate how to assess call progress and success in long term sales strategies.
• Show how to maximise and incorporate selling skills into key account philosophy.
• Develop techniques to productively manage and grow the key accounts for a long-term win/win relationship.
• Document how the product strategy will be implemented in the accounts.
• Lead participants through analysis of the buying cycle, enabling them to understand the customer’s decision process, knowing when to sell and when to negotiate.
• Understand how to add value to key accounts for win/win relationships, rather than automatically discount.

Follow-Up is proven to be a critical success factor of initial workshop investment. We will follow-up with each individual at a “Fitness Check”. This personalised 1on1 training session will be four weeks post-workshop and ensure the skills learned are being demonstrated in the workplace.

Workshop and Fitness Check:   $2,000.00+GST per person

Workshop Only:   $1,700.00+GST per person

Pro-Formance Driven Workshops:  Pro-Formance Driven workshops are limited to a maximum of eight delegates so participants receive one-on-one coaching and active involvement in an optimal learning environment.

Intensive Coaching:  The facilitator will research your key account manager’s individual training needs, their product/service and the environment in which they manage accounts.  This will enable more intensive coaching.

Targeted to Healthcare Market:  The workshop is designed to target the key issues in the health environment.  The training is practical, using real life examples that result in a change in behaviour back in the work place.

Central Location:  The workshops will be held in a central Auckland location and includes all materials and refreshments.