THE CLIENT MANAGER ©

MANAGING CUSTOMERS EFFICIENTLY IN FIELD SALES

The CLIENT MANAGER © is the marketer of the client and specialized in expanding and monetizing the existing customer relationships. On the one hand, the seller ensures the ongoing business with the client by managing the current supply chain to keep the involved partners satisfied using all facets of modern customer management. On the other hand, they are responsible for growing the business portfolio systematically through cross-selling and up-selling activities.

You will be able to systematically expand the business relationship and develop clients into long-term partners through the use of appropriate customer retention tools, along with an active complaint and expansion management, as well as new conversation, meeting and customer moderation skills.

COURSE CONTENT - Client Management Field Sales

Salespersons learn and train how to ...

  • perform an OPPORTUNITY ASSESSMENT,
  • create a COLLABORATION PLAN as part of the buyer qualification process to
    • organize ACCESS to individual members of the BUYING CENTER
    • actively influence the EVALUATION PROCESS and
    • ensure a well-organized ORCHESTRATION of the sales cycle.
  • carry out specific DIAGNOSTICS in order to
    • specify the DEMAND PROFILE
    • and recognize the VALUE PREFERENCES,
  • carry out a systematic CONDITIONING of the Buyer,
  • if necessary, redesign an existing BUYING VISION,
  • develop a solution by using a MAPPING TABLEAU,
  • create a SWEET SPOT PRESENTATION based on the findings and results achieved,
  • design an appropriate WIN PLAN,
  • conduct REVIEW CONVERSATION to eliminate red flags,
  • set up a VALIDATION PLAN,
  • put together a BAFO in the style of an EXECUTIVE PROPOSAL,
  • perform a CHECK-AND-BALANCE MEETING to pre-screen the final negotiation.

The salesperson in his role of a client manager uses a range of conversation tools from the DIALOG FRAMEWORK to systematically develop the customer relationship and to push sales and product diversification with specific cross-selling and up-selling activities.  The customer management tools are based on the principles of VALUE SELLING combined with new Buyer 4.0 dialogue elements and Challenger Sale concepts.

Dialogue Framework Components

  • the Portfolio and White Space Analysis
  • the Customer Development Plan
  • the Opportunity Plan
  • the Innovation and Strategy Dialogue including the most important conversational tools
  • the RFP Analysis
  • the Diagnosis Dialogue to redesign an existing Buying Vision
  • the Sweet Spot Presentation together with Whiteboard and Storytelling Skills
  • the Win Plan
  • the Customer Care Playbook
  • the Complaint Dialogue including the conversational tools 
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Sign-in and Two-Factor Authentication (2FA)

Add a 2-step authentication to your account to expand access security and better protect your data. To do this,

  • Click the “Log in” button and sign in with the credentials sent to you by email. You will be taken to the 2FA setup procedure.
  • In case the QR code is not not shown immediatley on the screen, please wait a second or refresh your screen.
  • Install from the Google or Apple store the Microsoft Authenticator on your mobile phone or any other APP shown on the bottom of the popup window of the 2FA procedure.
  • For the Microsoft Authenticator, select “Add account / Other account” or equivalent steps in the APP you have chosen. (See also the various instructions for other apps in the 2FA pop-up window.)
  • Thereafter scan the QR code displayed in the popup window using your Authenticator APP.
  • The phone will immediately show the new account and a 6-digit security code.
  • After clicking “I’m Ready” in the window of the 2FA procedure, enter the security key into the “Authentication Code” field of the form and finish the procedure with “Validate & Save Configuration”.
  • CONGRATULATIONS! YOUR 2-FACTOR AUTHENTICATION IS SET UP SUCCESSFULLY.
  • Now you have the option to download back-up codes to use them instead of the security code from the APP, if you ever lose your mobile device or do not have access to your phone.
  • Then, you will be redirected in order to choose your language and arrive at the Welcome page.
  • Get an overview and begin with the “Get Started” menu item, describing how to work with the platform.
  • At any future login – after signing in with your username and password – you will be provided with the requested one-time code in the Authenticator APP to enter the key into the form on your PC to finally get access.

Handling is easy and straightforward in everyday practice! Now start with Log in