Sales - Leveraging Customers

CIM - The Chartered Institute of Marketing
London, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' You will discover how to use the sales ledger to identify more effective ways of handling existing accounts and ¨C better still ¨C how to exploit these accounts to maximum advantage. Used properly the sales ledger can tell you as much about the future as it does about the past!

Benefits for your organisation:
You will home in on your best clients with a full range of revenue generating and cross-selling opportunities. Your client targeting and profiling will move up to a new level and you will discover an array of new segmentation techniques for your customer base. This will help you to identify the optimum size and deployment of your sales force.

Benefits for you as an individual:
You will develop the important (and rare) ability to take accounting information and turn it into something special¡­ new business. The marketing equivalent of turning lead into gold! You will also learn how to develop compelling business cases and board-level presentations to support your initiatives. You will learn techniques that work time after time when properly applied.

You will learn how to:

Prepare data for analysis and be aware of any pitfalls
Know where the data is held and how to access it
Apply the systematic and rigorous analytical tool
Prepare the board level report
Understand, comprehend and recommend actions resulting from the report
Present the board level report
Gain a complete picture of the client base of your organisation
Roll out the project and gain maximum buy-in from colleagues
Know immediately where lost sales can be clawed back and where cross selling opportunities lie
Suggest new sales methodologies to maximise revenues whilst minimising costs
Begin client focused sales and marketing action plans
Begin the first steps towards CRM implementation

...''

Phone:+44 (0) 1628 427200

School Address:

Cookham
Maidenhead
Berkshire
SL6 9QH
UK

Jobs & Resumes: London
Houses & Roommates: London

Marketing Planning Principles
Negotiation - Art of Influencing & Persuasion
Mobile Marketing
Pitching
Presentation Skills
Product Management - B2C
Product Management ¨C B2B
Project Management
Public Relations
Sales - Tendering Skills
Sales - Prospecting, Cold Calling, Reaching Decision Makers and New Customer Acquisition
Sales - Telephone Selling
Sales Forecasting and Inventory Planning
Service Marketing
Social Marketing
Sustainability in Marketing
Time Management
Trade Marketing

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