Key Semiconductor Account Selling and Management

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Financial modeling as a basis for management decision and action

Whether you are an entrepreneur or an "intra-preneur", if your role involves strategic planning, you will profit from being able to see the financial implications of your ideas.
How to Read and Understand Financial Statements

Understanding the concepts and language of financial reporting

Whether you are an executive, manager or professional, you may need to evaluate a customer, plan new projects or policies, or simply deal with the financial aspects of your role. To be effective you'll want to be able to use the language of accounting.
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The art and science of pricing and costing

To successfully manage a business, you must understand where your product costs actually come from. This course is designed to help you think about the alternatives you have in setting prices.
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Presented exclusively for your team

This course is available for private delivery to your team of eight or more. Quest Team instructors will conduct the class at your facility.

If you prefer, the class can be livestreamed, and your team members can participate from their homes or your office.

Contact us to arrange a class for your team.

Tactical Account Analysis

Personality Makeup of Key Players – Decision Styles Model
Keys for identifying decision makers/influencers
Understanding Account Dynamics
Adapting to both the individual and the account

Laying Out The Playing Field

Gathering data
Analyzing decision makers/influencers
Searching out real committee power

Using Power Charts^TM

Determining the real flow of influence in the account
The effects of different types of power
Learn why the organization chart should be thrown away
Creating a "roadmap" for determining sales tactics

Dealing With Committees

Why initial identification of semiconductor account decision makers is almost always false
Surfacing multiple-level committees at multiple locations
Finding issues for gaining attention and leveraging decisions
Do's and don'ts in dealing with committees – inserting your influence

Maintaining a Plan

Properly using objectives/strategies/tactics
Seeking opportunities for partnering
Closing out the competition
Using personality to influence leverage
Sales team members as tactical resources
Analyzing the competition – pushing your positive differentiation
Developing background alternative tactics
Presenting "one voice" to the account

Account Relationships

Route to success in the semiconductor industry
Changing account relationship basis
Evolving and sustaining the relationship
When and how to dis-integrate the relationship
Working with partners and OEMs

Managing The Team

Leadership – checking yourself on the Kouzas/Posner study
Understanding various leadership activities as a team leader
Controlling account activities
Strengths, weaknesses, growth directions – personal feedback report

Presented exclusively for your team

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Call or send email. We'll get back to you within one business day.

Cancellation Policy

Our cancellation policy is on our Frequently Asked Questions page.

"A+, a "10". The use of the case study made info sink in better than just the presentation alone. Good discussions by presenters after case study parts. Also made some good industry contacts."

–Randy Curtis
VP, Sales and Marketing
Owens Design, Inc.
Fremont, CA

"Outstanding interactive-based format. Re-energized, re-charged my batteries. Excellent group of common professionals."

–Mark Hannaford
Sales Manager
CyberOptics
Beaverton, OR

"The best seminar I have ever attended."

–Michael Kiefer
Key Market Manager, Semiconductor Industry
Ondeo Industrial Solutions GmbH
Stuttgart, Germany

"My sincere thanks to Len Given and Charles Smith for providing the best selling course I have ever attended. This was a lot of information in a very short amount of time, so the real benefit is coming to me during my follow-up studies and slow implementation of the many tools I was introduced to.

Our executive management team has already met and we are developing our first strategic account plan and are excited about the edge that we expect to gain in dealing with current customers and prospects.

The internal (customer) profiles that were provided with the course have given us a head start for several of our key customers."

Bob Schauer, Director, Sales & Service
Lambda Technologies, Inc., Morrisville, NC

Course Materials

Course Materials include an extensive course manual, Strategic Sales Management software (SSM) , Semiconductor Industry Account Plan templates (Microsoft Word ).

Hours

Key Semiconductor Account Selling and Management workshops are held from 8:00 am to 5:00 pm the first and second days, and from 8:00 am to 12:00 noon the third day.

Meals

Registration includes continental breakfast all three days and lunch on the first two days.

Casual business attire is appropriate.

Quest Team Instructors

Len Given

Gianni Leonarduzzi