Effectively Using Customer-focused Research Meetings

Overview/Description
 In this course, you'll learn about bringing your research and communication skills together in territorial account research meetings. By conducting research meetings, you'll get the inside perspective you need to truly understand your customer. You'll start by learning how to prepare for an effective research meeting. Next, you'll explore how to conduct research meetings to gather desired information. And finally, you'll learn how to effectively close and follow up on your research meetings.

Target Audience
 Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Expected Duration
3.5 hours

Lesson Objectives:

Preparing for Territorial Account Research Meetings

  • recognize the value of preparing for territorial account research meetings.
  • match the four steps in the research-meeting process with activities involved in performing the steps.
  • identify guidelines to follow when making a call to request a research meeting.
  • identify the guidelines for planning research meeting logistics.
  • match sections of the research meeting work sheet with examples of those sections.

    • Conducting Effective Research Meetings

  • recognize the importance of conducting effective territorial account research meetings.
  • match parts of a research meeting opening with examples of those parts.
  • use appropriate statements during the opening of a research meeting in a given situation.
  • match the type of question to use with the intended communication strategy.
  • use effective questioning skills during a research meeting in a given situation.
  • match active listening techniques with examples of those techniques.

    • Effectively Closing and Following Up on Research Meetings

  • recognize the importance of effectively closing and following up on territorial account research meetings.
  • correctly sequence the steps for closing a research meeting.
  • apply the steps for closing a research meeting in a given scenario.
  • identify the points to cover when following up on research meetings.
  • follow up on a research meeting in a given scenario.

    • Course Number: SALE0113