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Account Management
Managing Decision Makers (Diagnostics, Templates, Checklists and Process Guides) [Item Ref. 114]
Summary
Identifying the Decision Making Unit (DMU) and who are the key decision-influencers or decision-makers within the unit is crucially important to sales success and ongoing account management.This detailed resource includes:
- Analysing the Decision Making Unit, plotting the concerns, role, success criteria, focus and questions of key decsion makers and what they look for, with worked examples for 4 model influencers included
- Identifying perceptions of DMU members: the problem perception, the growth perception, the running smoothly perception, the arrogant perception
- an analytical tool for plotting influencers, perceptions and receptivity
- Influencing Individuals: 4 types of influencing style explained and applied
- Gauging and responding to reactions
- Managing decision makers and decision influencers; plotting a stakeholder map
- Compiling a stakeholder strategy chart
You can easily adapt this product for use in online learning and online education programmes as well as an inclusion in your learning online resources.