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Optimize account penetration and profitability of your key accounts
Location:
Calgary, Halifax, Montreal, Toronto, Vancouver |
Course Fee:
CSP $1,295
CPSA Member $1,395
Non-member $1,445
Strategic Account Management with Certification $1,595
- Save up to $345 |
| Course fee includes instruction, workbook and tools, luncheons, refreshments, and Certificate of Program Completion. |
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Download seminar brochure |
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RESERVE your seat today!
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The age of Key Account Representatives is in full swing. Buyers are constantly pushing for the "commodification" of virtually all products and services. They are using complex Request for Proposal processes to cement long-term, low-margin contracts with suppliers, based primarily on price. To succeed under this competitive pressure, you strive to differentiate yourself by bringing higher value than a simple “supply” source to your customers. You want to be a business analyst, consultant and a trusted ally, impacting your customer’s strategies and bottom line. You endeavour to establish strategic, synergistic, interdependent partnerships, where you and your customer shape the direction of each other’s business.
CPSA's Strategic Account Management examines the strategic and tactical elements involved in key account sales. This program is designed to help you establish holistic, value-based partnerships with large customers, optimize your penetration of those accounts, and maximize the revenue and profit they generate for you and your company.
This program is designed for more seasoned representatives in a business-to-business sales environment involving a longer, more complex sales cycle.
| Key Course Benefits |
- Employ a successful step-by-step method to become a valuable strategic partner with your customers
- Elevate the strategic partnership, facilitate integration and synergy with your key clients
- Conduct a consultative investigation meeting to uncover key information about a client’s business, goals, and needs
- Create a proposal, structured as a sound business case, that includes the unique value proposition which aligns with the client’s business objectives
- Maximize the Return On Time Invested with each of your key accounts and individual sales opportunities you pursue
- Develop a strategic account plan that optimizes efficiency and effectiveness for any key account or prospective account
- Selectively target the key account you approach for new business development with well-defined goals aligned with your organization
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Participation in this Consultative Selling program fulfills the education requirement for the Certified Sales Professional (CSP) designation, giving you high-profile recognition as a sales professional. Gain the competitive edge – become a Certified Sales Professional (CSP)
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Five Easy Ways to Register |
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Online: |
www.cpsa.com/CourseCalendar |
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E-mail: |
Completed
registration form to SalesSuccess@cpsa.com. |
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Phone: |
Call 1.888.267.CPSA (2772)
In Toronto, call 416.408.2685 |
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Fax: |
Completed
registration form to 416.408.2684 |
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Mail: |
Completed
registration form to Canadian Professional Sales Association, 310 Front
Street West, Suite 800, Toronto, ON M5V 3B5 |
After taking this course, you may want to consider registering for Effective Negotiating Strategies, or Communicating to Influence Buying Decisions.
Our participants say…
"This Strategic Account Management course provided me with the knowledge and the tools I needed to drill down to the base roots of the strategic sales process. I know I am now well equipped to create strategic partnerships with my new customers. An absolutely excellent experience. Thank you."
- Shawna Guiltner, Products Line Manager, NGC Process Systems Ltd.
"CPSA's Strategic Account Management not only gave me the tools to maintain customer satisfaction but also tools that will enable my company to be a leader."
- Gail Wilson, President, Gail Wilson and Associates Inc.
"I continually reviewed my past experiences with accounts both good and bad. I will apply what I learned in Strategic Account Management in the future."
- Don Hussey, Stanley Access Technologies
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