The one and one-half day ASAP™ program has five primary outcome objectives for the program participants:
- An ability and understanding
of how to organize team members around a focused and integrated
account strategy.
- A workable means for updating team members and critical
support resources on what is currently happening in the
account and what
needs to happen.
- A process for deciphering and planning what needs to happen
in the account and the ability to develop an effective
action plan.
- A process for team members to surface, communicate, and resolve problems quickly.
- A process that will allow
team members to conduct a meaningful account strategy overview
for senior and
executive staff.
The ASAP™ program provides Account Managers the following tools and skills:
- Identifying and defining the types of customer relationships
- Criteria for identifying strategic accounts
- Building account teams
- The strategic account planning process
- Managing purchasing behavior
- Managing opportunities
- Analyzing your position
- Developing your account strategy
- Developing action plans
- Analyzing your customer
- Analyzing your competition
- Building internal support
- Managing relationships
- Managing information
- Managing the Account Team
- Managing customer satisfaction
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