The Quest Edge
Business-to-Business purchasing decisions are based 50% on product performance, 30% on price (value!) and 20% on personal considerations. Suppliers to strategic/key accounts are almost always selected because they exhibit a small margin, in these areas, over competent challenging competitors. We are all about providing you the tools to gain that small margin. We call it The QUEST Edge, and it is unique in seven important ways.
The Strategic/Key Account Training Process
Some companies are just starting out with a strategic/key account planning process. Others have had one under way for some time, and some organizations are committed to developing a company wide program involving employees at various levels in the organization. Regardless of your level of need we can accommodate you. The usual levels of involvement are as follows:
Level One
- Customized classroom training program
- Deliverables—comprehensive manual, account planning templates, and software tools for each participant.
Level Two
- All of Level One, plus...
- Implementation coaching—Quest Team members guide the account managers in development of the first real account plan. This can be done in person or remotely through our web-based virtual classroom, telephone and emails.
Level Three
- All of Level Two, plus...
- Executive and key team member training program(s)—a shortened training process brings the executive staff and other key team members into the process. It provides an understanding of strategic/key account management and the account plan at a higher level while exploring responsibilities of sales, executive staff, and other key organizations. This addition is designed to gain corporate commitment to the strategic/key account management process which requires adjustments within the total organization to make it highly competitive.
Strategic/Key Account Articles
Aggressive Supply Chain Management and the Complex Sale
Global Account Management: Strategic Selling Tool for the 21st Century
Managing Customer Relationships - A Guide for Strategic Accounts
Effective Business Relationships -vital foundation for long term success Part 1
Effective Business Relationships -vital foundation for long term success Part 2
Effective Business Relationships -vital foundation for long term success Part 3
Developing Organisational Commitment to Global Strategic Account Management Programmes Part 1
Developing Organisational Commitment to Global Strategic Account Management Programmes Part 2
A Survival Guide For Selling to Committees Part 1
The Global Account Manager as Political-Entrepreneur - Part 1