The Challenge

This firm depends on its sales force! The challenge is how to continuously develop new capabilities of the sales force in an increasingly competitive environment. The success of the sales force in this firm depends on their ability to build and maintain relationships with their clients, as well as their ability to sell value. Yet, previously training programs for the sales force and other relationship managers often ignored these qualities – a big mistake in highly competitive markets.

The Solution

NiBS designed a 3-day program on relationship management and value selling for sales force and relationship managers. The purpose of this program is to develop, refine and enhance the sales force’s relationship management and selling skills. The program is built on a framework for creating a service relationship culture, explored how to develop and sustain profitable relationships by understanding and using creative frameworks like the whole client model and customer chain. Participants were challenged with several business cases and hands on application exercises to uncover the secrets behind world-class relationship management and value selling.

The Result

Participants are able to assess the effectiveness of current relationship building activities; focused on fine-tuning their selling skills, designed and implemented quality standards and processes to raise the level of relationship quality, developed a plan for delivery of seamless relationship management. Participants developed an understanding and e effective use of the dimensions of value in the customer value chain and the process for value selling.

 Tesmonials

“The program has been an eye-opener for me and a valuable asset for me going forward in my career development. I believe my company will experience improved productivity from me as a result of my participation.” – Pascal Noble Ametorwogo, Soluon Architect

“This program has given me more insight into the role of a relationship manager. Going forward I will be very innovative and add value to the customer experiential and symbolic values.” – Rachel Kwofie, Accounts Manager

“It’s an eye-opener, eliminates complacency and instils the need to delight customers always in order to make them loyal to you and efficient in their role.” – Afia ,Credit Accounts Recievable