Key Account Management 101

Power Negotiating

Conquer the mountains

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You won’t regret it!

Getting started with mountain climbing may seem intimidating, but with Julia's expert guidance you'll be up the summit faster than you could have ever expected. Learn all the skills and confidence needed to tackle the most daunting situations with ease. Pretty soon, a trip up to the mountains will be the best part of your week!

Follow your dreams

You won’t regret it!

The path to becoming an expert mountaineer and cliffhanger takes dedication and time, but if you put your mind to it, you'll have no problem becoming one of the best. What are you waiting for?

Curriculum

Welcome to the Course

  • Introduction Video - Welcome to the Course FREE PREVIEW

Developing your Mission & Vision.

  • Course Outline FREE PREVIEW
  • Developing your Mission. FREE PREVIEW
  • Developing a Vision FREE PREVIEW
  • Workbook - Developing a Mission & Vision FREE PREVIEW

Chapter 2 - Driving a Territory Action Plan

  • Converting a Vision into Daily Activities

Chapter 3 - Identifying the Business Opportunity at the Key Account.

43:54

  • Doing Research about your Customers
  • Workbook - Identifying the Business Opportunity
  • Investor Presentation - Dabur
  • Dabur Conference Call Transcript - Aug 2017 FREE PREVIEW
  • Research your Customer - Dabur
  • Investor Presentation - Godrej Consumer Products FREE PREVIEW
  • Conference Call Transcript - Godrej Consumer Products
  • Research your Customer - Godrej Consumer Products
  • Investor Presentation - Hindustan Unilever Ltd
  • Research your Customer - Hindustan Unilever Ltd
  • Key Account Map - Green Channel - A superb performance management system for B2B salespeople. FREE PREVIEW

Chapter 4 - Communicating Value & Justifying Price

06:22

  • A Simple Formula to add value - PQRS FREE PREVIEW
  • Doing an Investment Benefits Analysis FREE PREVIEW
  • Defining Value - Prof Mohanbir Sawhney FREE PREVIEW
  • Prof Mohanbir Sawhney - Sell the outcome not the product. FREE PREVIEW

ACCESS Sales Process

18:18

  • The six step ACCESS Process
  • Workbook - ACCESS Sales Process
  • Case - Real Estate Selling FREE PREVIEW
  • Handling objections - 11 responses to a price objection
  • Handling objections - you are not talking to the decision maker
  • Handling Objections - previous bad experience with your service
  • Handling objections - Let me think over it
  • Handling objections - (on the phone) I am not interested
  • Handling Objections - i am happy with my existing service provider

Starting from the Top

  • Using Catalysts to approach the King

Handling Competition

02:58

  • Differentiating & Positioning the Business
  • Workbook - Handling Competition
  • D'mart's Formula - Do the opposite of what competition does.

eBook - Young Leaders at Every Level

  • eBook - Young Leaders at Every Level

About Your Instructor

Maneesh Konkar

Maneesh Konkar

Founder - Direction One

Maneesh Konkar is a PGDM from the Indian Institute of Management, Bangalore (1995) with over 20 years’ experience in the leadership & sales industry. He started his career with fmcg giant ITC Ltd and then found his calling when he started Direction One Consulting which works in training people in the sales & leadership areas for industries like fmcg, internet, manufacturing, IT, BFSI, construction & pharmaceuticals.

 He has written a book “Young Leaders at every Level”. He is also associated with b-schools like SPJIMR, Great Lakes, IIM Bangalore & IIM Nagpur in teaching or interview panelist roles. He won the Best Faculty award in 2016 at SPJIMR’s Center for Entrepreneurship.

Connect with him on Linkedin. / +919820503710

maneesh@directiononeonline.com

Skills

Rope Management

Cleaning Equipment

Common Mistakes

The Best Ways to Start

Emergency Procedures

How to Climb

Endorsements

This was the best course I've ever taken in my entire life.
Cathy Wilson CEO @ MFC
This is the only resource to level up my climbing game!
Manuel Werson NYT Bestselling Author
If you need a challenge, this is the course for you!
Sidra Bathar Classy Dame

Pricing

$14.99 Regular Price Buy $14.99

Bonus Material

eBook

Climbing 101

$39 value
All about how you can climb the tallest mountains in just over 3 months. A very popular eBook!

Free

Advanced Support

$100 value
Get in touch with me on a weekly basis to go over how you're learning is progressing!

Forums

Community Discussions

Amazing Value!
Join our climbing community and grow everyday through real interaction with fellow students!

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