Sales Skills III.

Taking care of key customers and developing self-motivation in sales representatives

Aim: Acquiring tools for taking care of key customers, basics of mental hygiene for sales representatives.

Course Topics:

  • Taking care of key customers (selection, stabilisation, account keeping)
  • Securing new contracts from a key customer (maintaining rapport, running communication, proactivity)
  • Feedback from a key customer and its use at future negotiations
  • Proactivity as a proof of customer care
  • Developing confidence and self-motivation in sales representatives
  • Managing fluctuations of motivation