Réf. C18ANGKEYSCOM

Durée : 2 days (14 hours)

Tarif : 1340 HT (déjeuners offerts)

  • Nouveau

Lieu : Paris

Prochaine session : 14 et 15 mai 2018 à Paris

Formation sur mesure

Nous pouvons adapter
cette formation pour votre entreprise.

Complétez notre formulaire
de demande en ligne

ou contactez-nous au 01 43 72 64 00

Vente et négociation

Keys to commercial relationship

Understanding the different aspects of the commercial function

objectifs

  • Understanding the customer relationship.
  • Increasing listening skills and ability to exchange and convince.
  • Taking an active role in developing customer loyalty.
  • Increasing customer satisfaction.

Compétences métier

At the end of the training course, you will be able to take an active role in developing customer loyalty.

Programme

The fundamentals of the commercial relationship

  • Understanding the importance of customer relationship:
    • customer supplier relationship, what it implies,
    • what results of it,
    • customer focus,
    • behavior,
    • self-evaluation tools,
    • personal improvement action plan.

 

Implement a relationship favorable to exchange

  • Role and importance of “active” listening in the customer relationship (face to face or on the phone).
  • The expectations of the customers in different culture.

 

Understanding the customer: the art of probing

  • Convincing by proposing a custom solution.
  • Handling objections with care.
  • Addressing customer expectations.

 

Managing customer relationships

  • Approaching different types of customers and theirs motivations.

 

Selling and negotiating

  • Differences between selling and negotiating.
  • Being positive and constructive.
  • Building consensus and win / win relationships.

 

Internal sales team

  • Developing value-added behavior leadership.

pour qui ?

All members of management in charge of a supplier relationship with the firm’s customer: project or group leaders or coordinators, engineers, researchers…


Prérequis

English B1 (Intermediate English) : Can understand the main points of clear standard input on familiar matters regularly encountered in work, leisure, etc. 

pédagogie & bénéfices

  • Develop with each participant a personal and specific skill for a successful commercial relationship.

dates

Formation sur mesure

Nous pouvons adapter
cette formation pour votre entreprise.

Complétez notre formulaire
de demande en ligne

ou contactez-nous au 01 43 72 64 00

Les Sessions ISM près de chez vous

Bordeaux, Lyon, Nantes

Formations sur Mesure

Des professionnels vous répondent pour analyser vos attentes, pour vous conseiller et vous orienter.

Catalogue 2018