In the field of administration and management, it is necessary to be familiar with the different areas of the portfolio management, within the field of business and marketing. In the sales management It is essential to have a profitable client portfolio. To achieve this, it is necessary to have a portfolio management, to prevent children from being left behind and ensure a steady income via the cross-selling and the profitability of the same. Through this training initiative in Portfolio Management: How to Avoid (or Minimise) Churn you will be able to carry out a analysis a comprehensive and exhaustive overview of the client base, thereby ensuring the organisation’s continued existence.
Sector-specific
Retail
30 hours
Portfolio Management: How to Avoid (or Minimise) Churn
Retail
30 hours
Introduction
Objectives
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Carry out a a comprehensive and thorough analysis of the client portfolio, ensuring the organisation’s long-term viability.
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Understanding the principles of the one-to-one marketing.
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Learning to manage the sales force.
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Knowing how to improve the portfolio return.
Table of Contents
TEACHING UNIT 1. COMMERCIAL MANAGEMENT AND CONTROL.
- Setting business objectives.
- Planning.
- Sales force management.
- Management indicators.
- Assessment of relationships.
TEACHING UNIT 2. MAINTAINING INCOME.
- How to minimise drop-outs: investigating the causes.
- How to improve portfolio profitability: Cross-selling. Up-selling (profitability).
- How to maintain recruitment levels: Networking. Recruitment 2.0. Optimising traditional systems.
- Key action points: principles of personalised marketing.
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