Introduction
This training program is suitable for following business models: Pharmaceutical, Project and Corporate Sales, Knowledge and Hightech Products
How you will benefit
- Understand how to categorize and identify customers of A, B, C and D
- How to build customer matrix and strategy for each category
- Plan and approach techniques for each category
- Bridge the gap between departments of sales & marketing
Who should attend
RBNC designed this program for all levels of management, from Country Managers to Sales Force Effectiveness Managers and First-line Managers
What you will cover
Module 1: The importance of Customer Matrix
- The importance of categorizing customers in your sales plan
- How it is impact to your sales performance and KPIs
- The importance of customer matrix in market and business development, channel development, KOL/Referral development
Module 2: Categorize customers and Matrix Development
- Evaluate the potential and adoption criteria
- Quantify criteria for the matrix
- Assess the product penetration for each customer
- Techniques to approach each customer category
Module 3: Implement Customer Matrix
Group exercise 1:
- Each team has to choose 4 existed customers to categorize in A, B, C and D.
- Map out approach techniques to leverage and maximize all marketing tools at your organization
Group exercise 2:
- Each team has to choose 4 new customers to categorize in A, B, C and D.
- Map out approach techniques to leverage and maximize all marketing tools at your organization