RELATIONSHIP MANAGEMENT AND MARKETING SKILLS

Live-Online Training: N220,000
Classroom Training: N300,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount

This programme can run as an online or classroom training

(Available also for Customised Training by Duration, Venue & Fee)

​Course Objectives

• Gain high-value-added contacts and businesses
• Integrate selling techniques with relationship management strategies.
• Align marketing strongly in all departments.
• Track relationship market results.
• Utilise marketing and relationship management skills for renewed advantage.

Course Contents

DAY ONE

• Why relationship marketing?
• Marketing is everyone’s job
• Account Strategy:
• • Account Mission Statement
  • Account Goals
  • Product Volumes
  • Revenue Targets
  • Resource Decision
• Relationship Strategies: 
• • Customer Targeting
  • Key Events
• Measurement Guides to Assess Relational Depth
• Working as a Team.

DAY TWO

• Relationship Capabilities:
• • Profiling Key Businesses
  • Long Prospecting Cycles
  • Customer Service Cycle
• Objectives of the Relationship Manager
• Key Responsibilities of the Relationship Manager
• Work Values  of the Relationship Manager
• Social Values of the Relationship Manager.

DAY THREE

• Personal Selling Results:
• • High-Performance Selling
  • The World-Class Marketer
  • Selling v. Marketing
• Life-long Relationship:
• • Short/long-term opportunities
  • Key players/priorities/politics
  • Areas of weakness/vulnerability
  • Economics of the business
• Conducting a Relationship Audit:
• • Evaluating the Partnership
  • Account Contacts
  • Level of Trust
  • Sharing of information
  • Knowledge of Lifestyle/Social Contact.
• What A Poor Relationship Manager looks like.

DAY FOUR

• ​Summarizing the 7 Ways to Create Relationship Value

1. Increase Transaction Size—Initial and/or Repeat

2. Increase Transaction Frequency

3. Decrease Randomness or Division of Spending (In Your Category)

4. Increase Term of Retention and Lifetime Customer Value: STOP LOSSES

5. Increase Profits of Business Conducted with Each Customer

6. Recover Lost Customers

7. Clone or Multiply Customers by Referrals.