Curriculum
a. Getting Information.
- What is CRM ?.
- Business Areas Involved.
- Company Benefits.
- Customer Benefits.
- CRM prior to the visit.
b. Portfolio Management.
- Some Good Questions to Ask yourself
- Measuring Your Customers
- Building up a Portfolio.
- Going Into Action.
c. Sales Call Objective.
- Setting a sales call objective
- Obtaining Effective Results
- Planning your Approach
d. Decision Making.
- Professional Need
- The Purchasing Committee
- The Stakeholders
a. Making Contact.
- Interpersonal Communication
- Pulling off the first contact
- The Right to Continue
a. Locating a need.
- The right questions.
- Open Questions.
- Directed question.
- Magic words
- Closed Questions
- Questioning Aids
b. Measuring Gap
- Defining the need.
- The Funnel
- The FOCA
- The Facts
- The Opinions
- The Changes
- The Actions
- Understanding the Customer
c. Validating the need.
- Reformulation Technique
- DAPA Method