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‘MASTER Process’ Package (25 Modules)

These 25 easy-to-follow Modules have been designed to achieve early key improvements in business relationships, fulfilling contractual commitments & winning new sales orders.

1.1 Introduction

1.2 What is Account Management?

1.3 Glossary

2.1 Supplier Account Manager

3.1 Values, Ethos & Image

3.2 The Client

4.1 Current Position & Fact-Finding

4.2 The Account File

5.1 Account Action Planning

5.2 SWOT Analysis

5.3 Balanced Scorecard

5.4 Account Performance Review

6.1 Client Contact Management

6.2 Relationship Management

6.3 Personal Appearance & Manner

6.4 Personal Conduct & Practice

6.5 Generic Client Interface

6.6 Personal Performance & Objectives

7.1 Sales Propositions & Opportunities

7.2 Sales Opportunity Qualification

8.1 Account Progress Reviews with the Client

8.2 Interviews Conducted by the Client

9.1 Client Satisfaction Surveys

10.1 Risk Management

11.1 The 20 Golden Rules

“designed to deliver outstanding Account Management & Development performance while building robust business relationships with increasing integrity”

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‘STARTER Process’ Package (16 Modules)

This STARTER Process Package has been designed to enable new start-up businesses & small supplier companies to implement crucially important processes which are essential for securing quick wins regarding Client business relationships, fulfilling contractual commitments & taking new sales orders.

1.1 Introduction

1.2 What is Account Management?

1.3 Glossary

2.1 Supplier Account Manager

3.1 Values, Ethos & Image

3.2 The Client

4.1 Current Position & Fact-Finding

4.2 The Account File

5.1 Account Action Planning

5.2 SWOT Analysis

5.3

5.4 Account Performance Review

6.1

6.2

6.3

6.4

6.5

6.6 Personal Performance & Objectives

7.1 Sales Propositions & Opportunities

7.2 Sales Opportunity Qualification

8.1 Account Progress Reviews with the Client

8.2

9.1

10.1

11.1 The 20 Golden Rules

“maximising the probability of success for you, your company and your clients, everyday, everywhere”

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‘STARTER-To-MASTER’ Process Top-Up Package (9 Modules)

This Package enables Suppliers to top-up their previously purchased STARTER Process Package to create the MASTER Process Package with the key objectives of developing long-term business relationships, fulfilling contractual commitments & winning new sales orders.

1.1

1.2

1.3

2.1

3.1

3.2

4.1

4.2

5.1

5.2

5.3 Balanced Scorecard

5.4