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Introduction to Major Customer
Management & Negotiation
Essential tools & negotiating skills for new NAMs / KAMs |
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Next Public Session:
TBA
(Currently in-house only)
Venue:
Copthorne Hotel, Slough, UK
Fees:
£795 (+VAT) per delegate
(with a 10% discount for current named NamNews
subscribers)
 ALSO AVAILABLE AS IN-HOUSE WORKSHOP
Email:
training@namnews.com for details
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Purpose & Output: |
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Within a ‘post-recession’ retail
market, this 2-day 'hands-on' workshop ensures new NAMs / KAMs are equipped
with a practical toolkit to enable them to ‘hit the ground running’.
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KPIs and a working understanding
of the FMCG buying/account management process, for immediate application to
delegates’ customers.
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Hands-on techniques, based on
2011 trade conditions and urgency.
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A practical opportunity to
benchmark and develop individual/group negotiation and analytical skills via
role-playing ‘real life’ team negotiation sessions.
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A practical
career-building toolkit for direct application in negotiating profit .
See past delegate
feedback
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Workshop Content: |
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Trade Management
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Trade update: the post-recession
hot issues (retail / wholesale) from the new NAM / KAM's point of view.
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KPIs in leading-edge retail and
supply: what success looks like and how to measure up to expectation.
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Trade strategy: how the NAM / KAM
drives and demonstrates implementation.
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Knowledge, skills and attitude to
guarantee leading-edge NAM / KAM performance.
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Excelling in the NAM / KAM and
related roles within the supplier/customer organisation.
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Influencing the decision making
process within national & regional accounts.
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Key ‘buzz words’ and their use in
the NAM / KAM role.
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Negotiation
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Internal & external negotiation
for NAMs / KAMs in unprecedented 2011 UK market conditions.
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How to analyse buyer needs and
plan for effective fair-share negotiation.
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Coping with ‘buyer-churn’ within
national/regional accounts.
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Scarce-funds allocation and
negotiation of cost & value.
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Making the buyer listen.
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Identifying worthwhile
concessions on either side, when the customer won’t move.
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Setting ‘must-get’ Vs.
‘like-to-get’ limits.
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How to manage and optimise the
exchange.
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Adding value and devaluing
techniques.
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Transmitting, interpreting and
acting upon signals (verbal / non-verbal).
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Quantifying and closing the
deal, cost effectively.
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Ensuring post-deal compliance.
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Analysing the session and
accelerating experience.
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Role-Play
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FREE 6-month subscription to NamNews/Kamcity.com
(worth £60)
To tune you into
the key trade issues and maximise output, you will receive daily trade updates
via email
and full access to Kamcity.com, from the time of booking. |
If you wish to discuss your
training requirements in greater detail,
please call Tel.
+44 (0)845 643 4481
or
Email:
training@namnews.com
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