Relationship Management and Marketing Skills

Relationship Management and Marketing Skills programme can run as an online or classroom training (Available also for Customised Training by Duration, Venue and Fee)

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.

Course Contents

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.