Account Management Basics

Each account represents a customer. So, what is the difference between account management and selling? This difference is mainly determined by the type of customer. The term account frequently refers to groups of customers (chains) and large, national or international companies with offices implementing decisions that have been made centrally.

There is usually a large number of people involved in the process: buyers, users, production managers, members of the Board of Directors and other internal and external influencers. Obviously, it is not easy to provide buying support to such a large decision making team. Only by using a systematic and strategic approach underpinned by intense personal commitment will you have any real chance of success. This training course will give you fresh ideas, broaden your skills and give you a head start over your competitors. Account managers and industrial sales personnel who are responsible for maintaining or acquiring (inter)national customers or groups of customers stand to gain substantially from the program.
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Achieving Results Through People

Do you know how to align employees and tasks to required outputs to achieve maximum business results? Do you provide communication, on-the-job training, feedback and positive recognition so that your employees become a competent work unit, possessing critical thinking skills?

DOOR Training's “Achieving Results Through People” Program is one in a series of foundation Programs. This training enables your managers to achieve improved business results and learn to follow the Work Unit Alignment Process. This process identifies the required results for a work unit; identifies the required tasks to achieve business results and aligns tasks to the appropriate work unit position. It also establishes performance criteria for the position and allows managers to match employees to positions by evaluating their skills, abilities and current performance.
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Art of writing and winning proposals

Business plan writing effective proposals is an art not many people master. However, it is something that is more than something that can be learned; it is a technique to be mastered. A well-written proposal is a crucial tool for winning new business and many contracts are awarded on the basis of proposal or tender documents. However, most sales staff are recruited for their spoken communication and presentation skills and often see proposal writing as a chore to be avoided or rushed. It teaches the structure of a business proposal as a series of actions into which you will place persuasive information. It then teaches methods of persuasion and effective, clear, correct writing.
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