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 Strengthening international KAMs' negotiating skills in oil industry

Our client, their environment…

Petroleum engineering group.

Their issues…

  • Within its internal academy, this client was offering KAMs – who have to deal with difficult negotiation situations involving buyers – an international course to develop their negotiating skills 

Our In-Company solution : A blended learning approach

  • Each and every KAM spent 5 weeks using the DEAL® digital e-learning collection in their native language, with video interactivity and excercises
  • Then, negotiating situations were simulated in front of a Halifax-Anderna Group consultant under real conditions, after which an individual debriefing session was held
  • At last, intensive practical workshop that took place over 2 consecutive days, where participants shared practical experiences and held follow-up interviews with the management team

The results

  • an exceptional satisfaction rate amongst the participants who were involved in the blended program
  • a sales skills development program that served as a yardstick and was marketed by the academy both inside and outside of the company
  • regular requests for deployments in new countries