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- Account Management
- Career Development
- Change Management Skills
- Communication Skills
- Consultative Selling
- Customer Buying Styles
- Customer Care
- Decision-Making and Problem Solving Skills
- Improving Sales Peoples Performance
- Influencing Skills
- Insight Selling
- Learning Styles
- Management Skills
- Managing & Motivating Sales Teams
- Negotiation
- Presentation Skills
- Public Speaking
- Sales Call Planning and Preparation
- Self Motivation Skills
- Strategic Thinking and Planning
- Team Building Skills
- Territory Planning & Management
- Time Management
- Written Communication Skills
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- Absence Management Policy
- Annual Leave (holiday) Policy
- Appraisals And Performance Man...
- Corporate Social Responsibility...
- Dignity at Work Policy and Pro...
- Disciplinary policy and proced...
- Employee Handbook
- Equal Opportunities Policy
- Exit Policy (Leaving the Organ...
- Flexible Working Policy
- Grievance Procedure
- Health and Safety Policy
- Learning And Development Policy...
- Managers Guidelines on Dealing...
- Managers Guidelines on Ill Hea...
- Maternity Policy
- Paternity Leave Policy
- Personal Data Protection and Confidentiality...
- Redundancy Policy
- Succession Planning Policy and...
- Telecommunications Policy
- Well-Being Policy
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Account Management
Managing Decision Makers (Diagnostics, Templates, Checklists and Process Guides) [Item Ref. 114]
Price £10.00
Summary
Identifying the Decision Making Unit (DMU) and who are the key decision-influencers or decision-makers within the unit is crucially important to sales success and ongoing account management.This detailed resource includes:
- Analysing the Decision Making Unit, plotting the concerns, role, success criteria, focus and questions of key decsion makers and what they look for, with worked examples for 4 model influencers included
- Identifying perceptions of DMU members: the problem perception, the growth perception, the running smoothly perception, the arrogant perception
- an analytical tool for plotting influencers, perceptions and receptivity
- Influencing Individuals: 4 types of influencing style explained and applied
- Gauging and responding to reactions
- Managing decision makers and decision influencers; plotting a stakeholder map
- Compiling a stakeholder strategy chart