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Corso strategie di vendita e gestione del cliente: strumenti e tecniche avanzate


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Obiettivi:

Il corso mira a fornire ai partecipanti gli strumenti per gestire in maniera strutturata i vari processi di vendita fornendo un modello di sales management che consente di strutturare in modo logico e sintetico i più importanti strumenti necessari per organizzare e gestire professionalmente e con successo i processi di vendita e le risorse che li animano.

PROSSIMA EDIZIONE
Nessuna edizione attiva, contattaci per maggiori informazioni.
APPROFONDISCI

A chi è rivolto

Figure commerciali preposte alla vendita.

Contenuti del corso

Come segmentare il mercato 
Chi è il nostro concorrente? Criteri per la corretta definizione della concorrenza
Analisi delle azioni dei concorrenti
Clienti target: definire e comprendere il cliente target, il cliente “giusto”
Come raggiungere il nostro cliente target
Case Study
 
Identificare i segmenti di mercato da contattare
Individuare i prospects 
Metodi per contattare i prospects 
Elemento fondamentale: mappatura delle azioni
Come soddisfare il cliente
Importanza della differenziazione
Soddisfazione del cliente e valore percepito dal cliente  
Importanza delle attribuzioni delle priorità
 
Come calcolare il valore di un cliente
Costruire e sostenere la fedeltà del cliente
Organizzazione di una rete vendita (agenti, distributori, grossisti, …)
Esercizio di play roll
Elementi per la definizione del processo di prezzo
Costruzione del prezzo 
Tattica dei prezzi promozionali 
Identificare il settore e i relativi confini per la corretta definizione del proprio 
Come stimolare domanda 
Come acquisire quote altrui 
Esercizio di Play Role
 

Certificazioni

  • Attestato di frequenza IFOA

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