Key Account Management, Pharmaceutical and Medical devices 2-Day Training mit Roberto Capone

Increasing efficiency in getting new customers by on- and offline acquisition as well as develop existing customers.

The job description of a sales manager position always starts with the task of acquiring and converting new customers. In this particular business workshop, we use and combine digital marketing, traditional marketing and quality management to optimize the process of acquisition.

We put into practice and yet optimize the well-known A-I-D-A formula - we identify our target group and improve on how to get qualified names and addresses and how to manage the process in a sustainable way with the help of key performance indicators to increase sales volume and profitability.

Industry focused seminar on current developments in pharmaceutical distribution. Purchasing cooperatives, purchasing alliances, online sales, etc. often put pressure on the traditional pharmaceutical sales team. We will discuss opportunities and risks and how to manage them sustainably.

Acquiring new customers, retaining existing customers and winning back customers is the focus of the seminar. The key customer usually has a high share of total sales and contribution margin and therefore has to be served sustainably. We think about how we can move from a unique selling proposition to a unique customer proposition, how we can recognize and communicate our company and product advantages and how we can establish customer loyalty to us, our company and our products/services.
Corporate und company-wide objectives (quality vs. quantity)
Introduction to “The 3 Assets in Sales and Marketing”
Differentiation between quantity and quality
Smart-objective management
Definition and proactive management of ratios and KPI´s in sales
Definition of lead and lead management
Integration of quality management into sales
Process management during the acquisition process
Possibilities of lead generation and conversion
Qualification of leads
Sales qualified leads vs. marketing qualified leads
Ways to convert prospective customers
Ratios and KPI´s in the acquisition process
Sales Funnel Management
Deployment of objectives, cooperation with marketing and other internal or external departments
Management of existing customers and establishment of customer loyalty
Cross-selling as a sales target
Up-selling as a sales target
Sales possibilities and opportunities for existing customers
Customer satisfaction management and management deployment
Net Promotor Score including process management to improve the actual status
Priority Management for sales managers – time as the bottleneck
Customer recovery
Churn-rate and improvement process using the Ishikawa method

9:00 bis 16:00 Uhr

sales manager