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Excellent group of common professionals."</h3> <h4><i>–Mark Hannaford<br>Sales Manager<br>CyberOptics<br>Beaverton, OR</i> </h4> </div> </div> <div class="clr" style="height:50px;"></div> <div style="position:relative; padding:4px; text-align:center; background:url('/web/20140327134010im_/http://www.questteam.com/gfx/block_bg_215x400.jpg') repeat;"> <div style="position:relative; padding:12px 6px; text-align:center; border:solid #121212 1px;"> <h3>"The best seminar I have ever attended."</h3> <h4><i>–Michael Kiefer<br>Key Market Manager, Semiconductor Industry<br>Ondeo Industrial Solutions GmbH<br>Stuttgart, Germany</i> </h4> </div> </div> </div> </div> <div id="dual_col"> <div id="pgtitle_block"> <h1 id="page_title">Key Semiconductor Account Selling and Management</h1> <h2 id="page_subtitle">...A Strategic Approach</h2> </div> <div class="content1"> <img alt="Key Semiconductor Account Selling and Management" src="/web/20140327134010im_/http://www.questteam.com/classroom/images/classroom_640x300.jpg"> <div class="clr"> </div> <h2 class="red" style="padding:10px; text-align:center;">If you seek to gain or retain key industry accounts<br>this course is essential!</h2> <div style="text-align:center; padding:0 0 20px;"> <p><img src="/web/20140327134010im_/http://www.questteam.com/images/semi_t.png" style="width:162px; height:42px; border:0;"></p> <p><i>Presented in cooperation with SEMI. Classes are held in San Jose, California.</i></p> </div> <br/><span class="title">Course overview</span> <p clear="all">Selling into the semiconductor industry, whether to device manufacturers or OEMs, is becoming an incredibly complex and confusing process. The sales cycles are long; the decision making process is often obscure to the vendor; and a very large number of account personnel, in multiple locations, are involved in influencing the outcome. <p>This dynamic two-and-one-half day workshop translates confusing sales scenarios into proactive plans. It teaches a process which surfaces a comprehensive understanding of the account"s drives, challenges and internal decision making roadmap. Such information can open the doors to new levels of partnering, shorten the sales cycle, and create unbeatable competitive positioning.</p> <p>The process taught in the workshop has evolved and been proven within the industry over the past 20 years. It is taught by senior sales executives with extensive experience in its application. Each participant is provided with a comprehensive workshop manual and licensed strategic account management software. The latter includes tools to speed up the analysis process and industry specific templates to produce and update strategic selling plans for regional or global accounts.</p> <br/><span class="title">What you will learn</span> <br clear="all"/> <ul> <li>Understand your account, on both a strategic and tactical level, from an insider's viewpoint</li> <li>Determine true decision makers and influencers</li> <li>Develop strategies that leverage your competitive positioning</li> <li>Determine tactics that enlist support of customer personnel</li> <li>Penetrate and manage decision making committees</li> <li>Effectively enlist the assistance of other sales team members</li> <li>Develop and maintain a comprehensive strategic account plan</li> </ul> <br/><span class="title">Who should participate</span> <br clear="all"/> <p>The workshop is designed for anyone who is responsible for managing a complex industry sales process, including Global Account Managers, Strategic Account Managers, Regional Sales Managers, Account Sales Representatives, and Vice Presidents of Sales. It will also be of significant value to Customer Support Managers who are charged with maintaining long-term relationships within multi-location accounts. Marketing Managers will find it of value in working with key accounts.</p> </div> <div class="content2"> <p/><span class="title">Course outline</span> <br clear="all"/> <div class="outline" style="padding:0; padding-left:2px;"><b>Account Management Process Funnel</b></div> <div class="outline" style="padding:0; padding-left:8px;">Approach for simplifying account analysis</div> <div class="outline" style="padding:0; padding-left:8px;">A method for account plan development</div> <div class="outline" style="padding:0; padding-left:2px;"><b>The Strategic Account View</b></div> <div class="outline" style="padding:0; padding-left:8px;">Conclusions from published data</div> <div class="outline" style="padding:0; padding-left:8px;">Decision making filters</div> <div class="outline" style="padding:0; padding-left:8px;">Determining inside perspectives</div> <div class="outline" style="padding:0; padding-left:8px;">Competitive Analysis</div> <div class="outline" style="padding:0; padding-left:8px;">Determining regional & fab variations</div> <div class="outline" style="padding:0; padding-left:8px;">Developing account objectives</div> <div class="outline" style="padding:0; padding-left:2px;"><b>Interpersonal Sales ModelFoundation For Tactical Analysis</b></div> <div class="outline" style="padding:0; padding-left:14px;">Determining "Decision Styles"</div> <div class="outline" style="padding:0; padding-left:8px;">Understanding Account Dynamics</div> <div class="outline" style="padding:0; padding-left:8px;">Adapting to both the individual and the account</div> <div class="outline" style="padding:0; padding-left:2px;"><b>Laying Out The Playing Field</b></div> <div class="outline" style="padding:0; padding-left:8px;">Gathering data</div> <div class="outline" style="padding:0; padding-left:8px;">Analyzing decision makers/influencers</div> <div class="outline" style="padding:0; padding-left:8px;">Searching out real committee power</div> <div class="outline" style="padding:0; padding-left:2px;"><b>Using Power Charts<sup>tm</sup></b></div> <div class="outline" style="padding:0; padding-left:8px;">Determining the real flow of influence in the account</div> <div class="outline" style="padding:0; padding-left:8px;">The effects of different types of power</div> <div class="outline" style="padding:0; padding-left:8px;">Learn why the organization chart should be thrown away</div> <div class="outline" style="padding:0; padding-left:14px;">Creating a "roadmap" for determining sales tactics</div> <div class="outline" style="padding:0; padding-left:2px;"><b>Dealing With Committees</b></div> <div class="outline" style="padding:0; padding-left:8px;">Why initial identification of semiconductor account decision makers is almost always false</div> <div class="outline" style="padding:0; padding-left:8px;">Surfacing multiple-level committees at multiple locations</div> <div class="outline" style="padding:0; padding-left:8px;">Finding issues for gaining attention and leveraging decisions</div> <div class="outline" style="padding:0; padding-left:2px;"><b>Developing A Plan</b></div> <div class="outline" style="padding:0; padding-left:8px;">Seeking opportunities for partnering</div> <div class="outline" style="padding:0; padding-left:8px;">Closing out the competition</div> <div class="outline" style="padding:0; padding-left:8px;">How to use influence as leverage</div> <div class="outline" style="padding:0; padding-left:8px;">Using other sales team members as tactical resources</div> <div class="outline" style="padding:0; padding-left:8px;">Building Teamwork</div> <div class="outline" style="padding:0; padding-left:8px;">Foundation for account management</div> <div class="outline" style="padding:0; padding-left:8px;">Gaining involvement</div> <div class="outline" style="padding:0; padding-left:14px;">Presenting "one voice" to the account</div> <div class="clr" style="height:10px;"></div> <div style="text-align:center;"> <div style="position:relative; padding:4px; text-align:center; background:url('/web/20140327134010im_/http://www.questteam.com/images/gold_gradient_800.jpg') repeat; background-position:center;"> <div style="position:relative; padding:12px 30px; text-align:center; border:solid #121212 1px;"> <h3>My sincere thanks to Len Given and Charles Smith for providing the best <b><i>selling</i></b> course I have ever attended. This was a lot of information in a very short amount of time, so the real benefit is coming to me during my follow-up studies and slow implementation of the many tools I was introduced to. Our executive management team has already met and we are developing our first strategic account plan and are excited about the edge that we expect to gain in dealing with current customers and prospects.<p>The internal (customer) profiles that were provided with the course have given us a head start for several of our key customers.</h3> <h4><i>Bob Schauer, Director, Sales & Service<br>Lambda Technologies, Inc., Morrisville, NC</i></h4> </div> </div> </div> <p> <br/><span class="title">Course materials</span> <br clear="all"/> Key Semiconductor Account Selling and Management workshops are held from 8:00 am to 5:30 pm the first and second days, and from 8:00 am to 12:00 noon the third day. <p>Registration includes continental breakfast all three days and lunch on the first two days. Casual business attire is appropriate.</p> <p>Materials include: extensive course manual, Strategic Sales Management software (SSM<sup>tm</sup>), Semiconductor Industry Account Plan templates in Microsoft Word<sup>(R)</sup>.</p> <p> <table align="center" cellpadding="0" cellspacing="20" border="0"><tr> <td width="50%" valign="top" style="width:280px; border: solid #336699 1px;"> <div style="width:280px; height:8px; background-color:#336699;"></div> <div style="padding:20px; padding-top:10px;"> <div class="subtitle">Quest Team Instructors</div> <p><a href="/web/20140327134010/http://www.questteam.com/company/len_given.html">Len Given</a></p> </div> </td> </tr></table></p> <br clear="all"/> <ul> <li><i><a href="/web/20140327134010/http://www.questteam.com/product/inhouse_training.html">In-house presentation of this course is available.</a></i></li> </ul> <div> <img src="/web/20140327134010im_/http://www.questteam.com/images/arrow_radius_box_30x.png" alt="Cities and Dates Offered" style="position:relative; float:left; width:30px; height:30px;"/> <span class="title" style="padding-left:15px; line-height:30px;">Cities and Dates Offered</span> <br clear="all"/> <table align="center" width="540" border="0" cellpadding="4" cellspacing="4"> <tr><td colspan="3" style="background-color:#336699;"></td></tr> <tr><td colspan="3"><span class="subtitle"><b>Key Semiconductor Account Selling and Management - The Quest Team</b></span></td></tr> <tr class="z"> <td>Location</td> <td>Date</td> <td> </td> </tr> <tr class="x"> <td></td> <td>October 27 - 29, 2014</td> <td><a href="/web/20140327134010/http://www.questteam.com/member/classreg.php?classid=155">Pricing & Registration</a></td> </tr> </table> </div><br/><table align="center" border="0" cellspacing="0" cellpadding="20"> <tr> <td><a href="https://web.archive.org/web/20140327134010/mailto:register@questteam.com"><img src="/web/20140327134010im_/http://www.questteam.com/images/help_block.png" alt="Help with Registration" height="60" width="240" border="0"/></a></td> <td><a href="/web/20140327134010/http://www.questteam.com/classroom/faq.html#cancel"><img src="/web/20140327134010im_/http://www.questteam.com/images/cancel_block.png" alt="Cancellation Policy" height="60" width="240" border="0"/></a></td> </tr> <tr><td colspan="2" align="center"> <img alt="Visa" src="/web/20140327134010im_/http://www.questteam.com/images/card_visa.gif" height="35" width="55" border="0" hspace="15" vspace="5"/> <img alt="MasterCard" src="/web/20140327134010im_/http://www.questteam.com/images/card_mastercard.gif" height="35" width="55" border="0" hspace="15" vspace="5"/> <img alt="Verisign" src="/web/20140327134010im_/http://www.questteam.com/images/verisign.gif" height="43" width="103" border="0" hspace="15" vspace="5"/> <img alt="American Express" src="/web/20140327134010im_/http://www.questteam.com/images/card_amex.gif" height="35" width="55" border="0" hspace="15" vspace="5"/> <img alt="Discover" src="/web/20140327134010im_/http://www.questteam.com/images/card_discover.gif" height="35" width="55" border="0" hspace="15" vspace="5"/> </td></tr> </table> </div> </div> <div class="clr"></div> </div> </div> <div id="browser_foot"> <div id="footer_block"> <div class="footer" style="position:absolute; left:30px; top:75px; width:300px; text-align:left; border:dotted 0px #ff0000;"> </div> <div class="footer" style="position:absolute; right:30px; top:15px; width:300px; text-align:right; border:dotted 0px #ff0000;"> <a href="/web/20140327134010/http://www.questteam.com/">www.questteam.com</a> <br/>copyright © 1999 – 2014 all rights reserved </div> <div class="footer" style="position:absolute; left:475px; top:10px; width:75px; border:dotted 0px #ff0000;"> <a href="/web/20140327134010/http://www.questteam.com/"><img alt="The Quest Team" src="/web/20140327134010im_/http://www.questteam.com/themes/quest2011/images/footer_logo.png" style="width:75px; height:38px; border:0;"/></a> </div> </div> </div> </div> <div class="clr" style="height:10px;"></div> </div> </div> </body> </html>