Relationship Management and Marketing Skills Course

This Relationship Management and Marketing training course will discuss the following:

Course Objectives

• Gain high value-added contacts and businesses
• Integrate selling techniques with relationship management strategies.
• Align marketing strongly in all departments.
• Track relationship market results.
• Utilise marketing and relationship management skills for renewed advantage.

Programme Content

Day One

• Why relationship marketing?
• Marketing is everyone’s job
• Account Strategy:
  • Account Mission Statement
  • Account Goals
  • Product Volumes
  • Revenue Targets
  • Resource Decision
• Relationship Strategies:
  • Customer Targeting
  • Key Events
• Measurement Guides to Assess Relational Depth
• Working as a Team.

Day Two

• Relationship Capabilities:
  • Profiling Key Businesses
  • Long Prospecting Cycles
  • Customer Service Cycle
• Objectives of the Relationship Manager
• Key Responsibilities of the Relationship Manager
• Work Values of the Relationship Manager
• Social Values of the Relationship Manager.

Day Three

• Personal Selling Results:
  • High-Performance Selling
  • The World-Class Marketer
  • Selling v. Marketing
• Life-long Relationship:
  • Short/long term opportunities
  • Key players/priorities/politics
  • Areas of weakness/vulnerability
  • Economics of the business
• Conducting a Relationship Audit:
  • Evaluating the Partnership
  • Account Contacts
  • Level of Trust
  • Sharing of information
  • Knowledge of Lifestyle/Social Contact.
• What A Poor Relationship Manager looks like.