Case studies and role playing will be used to stimulate experiential learning. Current sales force problems will be discussed and analyzed. Teams of participants will work on solutions to problems identified by the group. This program will help you understand how your customers approach buying decisions. Most companies understand their own products and those of their competitors.
Managers can typically compare and contrast their offers with competitors' offers in detail.
What companies often lack is a thorough understanding of how their customers view purchase decisions. An old proverb says that you don't understand someone until you have walked a mile in his shoes. This program is an opportunity to begin taking steps in the shoes of your customers. Determining which customers want relationships and which just want products How relationships with customers naturally evolve and the implications for your marketing program. This program is designed for managers who must make decisions that affect how their firm relates to customers.