Commercial Excellence; 1st workshop
Description
1st (2-day) workshop: Commercial skills - 2 and 3 February 2012
To achieve a commercial objective in the best (and most profitable) way, the right attitude and attitude during the commercial process is a prerequisite for success.
Even where price prevails, the relationship with customers is a key element for business continuity.
This workshop is all about practice: successfully achieving the commercial objective.
The main topics:
- What is the essence and phasing of a commercial process?
- How can I significantly increase the chances of success for achieving my commercial goal?
- What does the customer care about? Is it only about the clear need or is there more?
Why would a customer choose my product or service?
- What does a customer's decision-making structure look like and how do I respond to this?
- Where and how can I create a significant customer differentiation compared to my competitors?
- What elements play a role when it comes to approaching the customer?
What are the most important techniques in this respect?
- What are the surprising aspects of communication?
- Cold canvas: a hot item!
- Persuading and negotiating: the road to success!
This workshop is held over 2 days.
1st day: skills and the theory underlying it.
2nd day: practical implementation.
PARTICULARS
The 1st (2-day) workshop: Commercial skills took place on 2 and 3 February 2012
The 2nd workshop: Presenting and Winning will take place on 22 March 2012
The 3rd workshop: More Sales, Bigger Margins will take place on 19 April 2012
The 4th (2-day) workshop: Strategic (Key) Account Management will take place on 24 and 25 May 2012.
The 4 workshops form a course, whereby the first 3 workshops will be concluded together with the certificate: Commercial Excellence.
As a continuation of the first three workshops, the 4th workshop will be concluded with the certificate: Key Account Management.
The workshops can also be followed separately. No certificate will follow.
You can click on the other workshops at the bottom of this page
Location
Aalsterweg 322, 5644 RL in Eindhoven
Organiser
Commercial Engineer
Name and contact details for information
ing. Henk Bergsma, t: 06 2049 2819 or via the e-mail address below
2nd workshop: Presenting and winning
3rd workshop: More turnover, bigger margins