Are you getting the maximum possible lifetime revenue from your key and strategic accounts? Are you finding that competitors are gaining ground at your most profitable customers? Is your team looking for new, sure-fire ways to capture and maintain new key accounts? To succeed in key account selling – you need a proven, effective sales process. Key account selling requires your team to dig deep and research the people, the structure and the events that are shaping the destiny of your accounts.

What Will be Covered?
How to define Key Account?
Key account selling model
Relationship analysis: Power and Influence Mapping
Five primary competitive strategies
Take accurate actions

Lecturer  Mr. Alex Tseng
LA Senior Consultant, also Certified Master Facilitator by Wilson Learning. Prior to teaming with Wilson Learning, Alex used to lead a business consultancy in Taiwan, and then work as Sales Manager in Hewlett-Packard, and as Executive Associate to CEO & Chief Marketing Officer in Nissan Vehicle. He has a wealth of management knowledge and operational experience in Sales, Marketing, Finance and Business Process Re-engineering, which made him well recognized with the strategic impact and value that he has brought to the companies and clients he has worked with to date. His solid business experience, sharp consulting capabilities, savvy facilitation skills and extensive knowledge of the business environment in China make Alex a highly sought-after facilitator in the last 12 years
Training Expertise: Consultative Selling, Social Styles in Selling, Performance Management in Selling, Principle Negotiation, Customer Relationship Management, Organizational Coaching and Directing, etc.

Way to Register
Date: May 14th, 2008 (Wednesday)
Duration: 19:00-21:00
Venue: Conference Room, 2nd Floor, West Wing Building of Shanghai Library, No. 1555 Huaihai Zhong Road (Near Gaoan Road)
Registration: Please fax or E-mail the Registration Form back to Learning Alliance, and will get back to you within one working day
Notice: Participants limited to 100, with no more than 2 attendees for each company; and please bring with you your business card
Service number: 8621-6426 2612
Fax: 8621-6426 3330
E-mail: service@lachina.com.cn