Overview

The purpose of this course is to equip participants with the building blocks of customer centricity and what it means for the sales professional. Specifically we will be discussing the importance of doing a customer portfolio analysis to decide on resource allocation by salespeople to the appropriate customers. Customer stakeholder mapping and identifying customer painpoints along the buying journey will be emphasized along with developing customized value propositions. The second part of the course will be about creating pre-call plans along with developing the right set of questions to be used in a sales call to elicit maximum information from the customer. The course will conclude with focusing on negotiation tactics and closing of deals.

Program Objectives

• Strategic Selling and Customer Stakeholder Mapping
• Developing Customer Centric Value Propositions
• Questioning Techniques to elicit relevant responses from stakeholders
• Value Communication and Capture

Who should attend

This program is meant for 1) individuals transitioning into a sales function, 2) salespeople who have not had formal sales training, 3) sales leaders who are interested in mapping the sales process to improve sales management practices, 4) marketing professionals who are tasked with enabling the sales force with the right training and content

Faculty

Prof. Deva Rangarajan, is a Professor of Marketing at IESEG School of Management in France. His main areas of research include B2B Industrial Marketing, Sales Force Management, Sales Enablement, Customer Success Management, and Customer Education in B2B contexts. He is particularly interested in how customer-facing roles are being transformed by digital technologies. He has worked closely with many companies to consult and deliver, customized programs. The list of multinational companies he has worked with include Yanmar, Epiroc, ArcelorMittal, Atlas Copco, Schneider Electric, Siemens, Philips, Johnson and Johnson, Medtronic, Bostik, Johnson Controls, Doosan, Bekaert, AGC, SWIFT, Vesuvius, Milliken, etc.

How to finance your training 

• Financial support from the State 

Luxembourg School of Business is accredited by the Luxembourg Ministry of Higher Education and Research and recognized as a continuing education organization. As a result, your company can benefit from financial aid from the Luxembourgish state for the training of its employees.

For more information, please follow this link https://bit.ly/3hacjIg

• Tax Deductibility for individual

Any taxpayer with net income from a salaried occupation may deduct the cost of professional development as business expenses (frais d’obtention) from his taxable income from the salaried occupation. Further training expenses which are related to the taxpayer’s current activity fall within the scope of the acquisition costs of article 105 of the ITA and are therefore deductible from taxable income.

For more information, please follow this link https://bit.ly/3vcoLz5

Certificate

Upon completion of the course, you will receive a certificate to add to your CV and LinkedIn profile.

Practical information

The course takes place from 9:00 a.m. until 5:00 p.m.