Key questions addressed include:
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How is the decision making unit working?
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How to identify influence networks?
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How to build account plans and manage opportunities?
You will learn:
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How to handle complex decision-making units and influence networks
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How to optimise resource allocation and build effective action plans
Overview:
This eLearning workshop demonstrates the benefits of building and implementing an account plan. Each eLearner takes the role of a key account manager in a simulated setting, and is asked to profile each individual in the key account, interpret interactions in the decision-making unit, identify the influence networks and build a plan for the upcoming sales cycle. They act, as ever, without any guidelines and decisions are based on professional instinct and experience. The interactive simulation work is followed by an online conceptual session on how to best approach a key account. During a second simulation round eLearners re-take their decisions step by step, applying their new knowledge. The online debriefing highlights improvement and key learning points.
Duration: 1 - 1.5 hours
Agenda:
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Introduction (5-10 minutes)
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Simulation decision (20-30 minutes)
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Conceptual session including debriefing (20-30 minutes)
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Simulation decision retaken (10-15 minutes)
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Conclusion (5 minutes)
NOTE: This eModule will first be available for online registration via our Learning Management System by December 2008.
