6 Questions
Qual é o objetivo principal do planejamento de contas?
Desenvolver uma compreensão profunda do negócio e necessidades do cliente
Qual componente do planejamento de contas é responsável por reunir informações sobre o negócio do cliente?
Perfilamento do cliente
Qual é o elemento-chave da estratégia de vendas que visa comunicar os benefícios únicos e valor oferecidos ao cliente?
Proposição de valor
Qual é a abordagem de vendas que visa colaborar com o cliente para entender seu negócio e fornecer orientação especializada?
Venda consultiva
Qual é o objetivo da alocação de recursos no planejamento de contas?
Atribuir recursos para perseguir oportunidades e atingir objetivos
Qual é o resultado esperado de uma estratégia de vendas eficaz?
Crescimento de receita e satisfação do cliente
Study Notes
Account Planning
- Definition: A structured process to identify, prioritize, and allocate resources to maximize business opportunities with key accounts.
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Objectives:
- Develop a deep understanding of the customer's business and needs.
- Identify opportunities to grow revenue and increase customer satisfaction.
- Create a tailored value proposition to differentiate from competitors.
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Key Components:
- Customer profiling: gather information on the customer's business, goals, and challenges.
- Opportunity identification: pinpoint areas where the supplier can add value.
- Resource allocation: assign resources to pursue opportunities and achieve objectives.
Sales Strategy
- Definition: A tailored approach to engage with key accounts, leveraging the account plan to drive sales and revenue growth.
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Key Elements:
- Value Proposition: Clearly communicate the unique benefits and value offered to the customer.
- Relationship Building: Develop strong, trust-based relationships with key decision-makers and influencers.
- Solution Selling: Offer customized solutions that address the customer's specific needs and pain points.
- Account Penetration: Identify and pursue new opportunities within the account, expanding the supplier's footprint.
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Effective Sales Strategies:
- Consultative Selling: Collaborate with the customer to understand their business and provide expert guidance.
- Account Development: Focus on growing revenue and increasing customer satisfaction through targeted activities.
- Influencer Engagement: Identify and engage with key influencers and decision-makers within the account.
Test your knowledge of account planning and sales strategy, including understanding customer needs, identifying opportunities, and developing a tailored value proposition to drive sales and revenue growth.
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