{"id":1893,"date":"2026-01-12T13:19:09","date_gmt":"2026-01-12T12:19:09","guid":{"rendered":"https:\/\/eveneum.com\/?post_type=product&p=1893"},"modified":"2026-02-18T13:43:15","modified_gmt":"2026-02-18T12:43:15","slug":"sales-to-corporate-customers-cooperation-principles","status":"publish","type":"product","link":"https:\/\/eveneum.com\/en\/product\/sales-to-corporate-customers-cooperation-principles\/","title":{"rendered":"Sales to corporate clients. Principles of cooperation."},"content":{"rendered":"
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\n Training objectives <\/h2>\n <\/div>\n
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\n \t\t\t Actively influence the customer's purchasing strategy \t\t\t<\/div>\n \t\t\t \t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t
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\n \t\t\t Building long-term relationships \t\t\t<\/div>\n \t\t\t \t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t
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\n \t\t\t Increase sales to key customers \t\t\t<\/div>\n \t\t\t \t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t\t
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\n \t\t\t Achieve and maintain strategic supplier status \t\t\t<\/div>\n \t\t\t \t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t <\/div>\n \n
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\n \t\t\t Building long-term relationships \t\t\t<\/div>\n \t\t\t
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\n \t\t\t Increase sales to key customers \t\t\t<\/div>\n \t\t\t
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\n \t\t\t Achieve and maintain strategic supplier status \t\t\t<\/div>\n \t\t\t
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\n Key benefits of training <\/h2>\n <\/div>\n\n \t\t
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Understand how customers prepare their buying strategy and stop fitting into their plans. Start defining them.<\/p>\n <\/div>\n <\/div>\n <\/div>\n

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Practical information to improve the corporate climate cooperation model brought together in one workshop<\/p>\n <\/div>\n <\/div>\n <\/div>\n

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80% suppliers don't know who to sell to and who to contract with. Systemise your approach and increase your sales effectiveness.<\/p>\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n\n\n

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\n Description of training <\/h2>\n
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The training course Selling to Corporate Clients. Principles of cooperation is a practical workshop that prepares participants for effective sales and relationship building with large corporate clients. Based on experiences from Poland and the USA, participants will learn how purchasing strategies and structures of purchasing organisations work, what corporations really expect and what criteria determine who becomes a strategic partner of a customer.<\/p>\n

The programme shows how to proactively influence a customer's buying strategy instead of just fitting into the customer's plans, how to navigate different types of customer organisations, what the buying KPI's are and how the value of an offer is perceived from the buyer's perspective. Participants also learn how to effectively qualify as a supplier, influence customer decisions and negotiate terms, so they can increase their sales effectiveness and build long-term relationships with customers.<\/p>\n

The training uses real-life examples and provides tools that can be immediately applied to everyday sales practice, helping participants to become a preferred business partner.<\/p>\n <\/div>\n <\/div>\n<\/div>\n\n\n\n

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\n This is important <\/div>\n

\n Key Programme Topics <\/h2>\n <\/div>\n
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\n Part 1 <\/div>\n\n
\n Basics of working with international customers <\/div>\n <\/div>\n
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Types of purchasing organisations, roles and decision-making positions, and principles for aligning communication and offers with the expectations of the customer on the other side.<\/p>\n <\/div>\n \n

\n Read more\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n \n
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\n Part 2 <\/div>\n\n
\n Qualification of new sources of supply at the customer <\/div>\n <\/div>\n
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Principles of effective communication, preparation for audits and IT and ESG requirements of clients in the supplier qualification process.<\/p>\n <\/div>\n \n

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\n Part 3 <\/div>\n\n
\n Supplier evaluation systems <\/div>\n <\/div>\n
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Criteria for evaluating suppliers, such as quality, timeliness, technology, innovation and relationship and risk management.<\/p>\n <\/div>\n \n

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\n Part 4 <\/div>\n\n
\n Corporate customer purchasing KPIs <\/div>\n <\/div>\n
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Understanding of cost and non-cost KPIs, short- and long-term perspectives and the buyer's priorities in the decision-making process.<\/p>\n <\/div>\n \n

\n Read more\n <\/div>\n <\/div>\n <\/div>\n <\/div>\n\n <\/div>\n<\/div>\n\n