The Course "Gain Preferred Supplier Status" determine the areas that an account manager needs to work on to develop an account.
City of London, London, UK., April 22, 2014 - (PressReleasePoint) - The Purchasing Department is the first point of contact for suppliers and is responsible for identifying and contracting with companies that provide consistently high quality products and services. It’s important to be in tune with the prospect’s buying cycles. Advance's need to keep in appropriate touch until they are ready to move. Then Advance's name will come first when they think of selecting a supplier.
Preferred supplier status comes in various shades – Qualified Supplier, Approved Supplier, Preferred Supplier or even Sole Supplier. Advance can work way up this ladder. Advnace need to lay out how to move away from a mere product/service sale towards the more inclusive policy sale. Advance need a track record of good service and need to sell this policy at a higher level.
When prospecting, Advance need to keep in touch with all of the key players – not just the initial contact – until they are ready to buy. Advance create a Relationship Matrix. When a buyer has had any system, product or service for some time, they begin to itch. It’s time for a change, and Advancee need to make sure have the best chance of winning the business.
• Differentiate between deal selling and account management and how this relates to gaining preferred supplier status. • Understand when and why prospecting within the account is important to gaining preferred supplied status. • Determine the commitments that need to get from prospect to achieve preferred supplier status. • Determine the areas that an Account Manager needs to work on to develop an account. • Review own accounts to ensure that those are delivering customer value. • Recognise the best ways of determining buying windows and positioning the offering on top of the prospect's shopping list. • Understand the concept of contact to contract. • Recognise the best ways of determining buying windows and positioning indusrty offering on top of the prospect's shopping list. • Define ways to manage long term relationships with future prospects. • Recall the role of networks as a means of connecting with prospects in long term buying cycles. • Define ways to manage long term relationships with future prospects. • Differentiate between the factors that can open markets during "Itch Cycles". • Understand the importance of keeping good customer relationship records.