Cranfield Executive Development

Open programmes

Marketing, sales and client relationships

This portfolio of programmes has been built on Cranfield’s industry expertise and decades of research in relationship marketing, key account management and customer experience management. A faculty with global recognition for its pragmatic, state of the art approach to real-world situations, combining latest thinking, practical tools and solutions.

Programme details

Taught by experienced faculty, you will benefit from the creative practices, diverse ideas, successful methods used to overcome challenges that your peers and faculty have faced in a range of sectors. The practical design of the programme walks you through four key elements of a sales leader’s responsibility: strategy, structure, measurement and people development. This ensures that you are fully equipped with the state-of-the-art tools and frameworks to successfully develop your function in order to easily achieve better long term performance. • Support your role to deliver greater value. • Engage with customers more profitably. • Effectively lead your sales organisation. • Develop short term actions for long term performance. • Engage in meaningful sales performance analysis . www.cranfield.ac.uk/som/sdp Strategic Sales Leadership Programme

For the past 20 years, Cranfield has pioneered the development of Key Account Management research in Europe. Working with world-leading businesses to adopt new frameworks to maximise the full potential of your key relationships and strategies, Cranfield has integrated this new frontier knowledge into this programme. You’ll explore a practical approach to planning, analysing and developing closer relationships with your strategic accounts. The pragmatic design walks you through a three-year key account plan, ready for your chosen customer. • Identify and prioritise key accounts to measure their profitability. • Develop customer-focused strategies. • Create powerful value propositions that deepen customer relationships. www.cranfield.ac.uk/som/kambp Key Account Management Best Practice

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