Further Details
Key areas of focus include:
What is key account management?
• How to identify key accounts
• The role of the key account manager
How to form partnerships with key accounts
• Partnering has benefits
• The key account stairway to heaven
How to identify opportunities
• 4 ways to discover opportunities with your key accounts
• Prioritising for maximum benefit
Key Account Development Plans
• Essential elements for a successful development plan
• Setting key account objectives
• Strategies for key account management
How to manage your relationships
• Identifying decision-makers and sponsors
• Understanding company politics to your advantage
• Writing a key account contact plan
Converting opportunities into business
• Solution selling
• Structuring a sales proposal
• Key to successful presenting
Benefits to the organisation
A clear understanding of the importance and methods available to identify and gain the most from your key accounts
A range of tools designed to assist organisations maximise their business with key accounts through partnering and development
Benefits to the individual
You will acquire the key tools and techniques to help you maximise revenue and profit from your key clients through a structured approach
You will leave with a comprehensive pack of practical tools that allow you to put into practice what you have learnt immediately
Who should attend?
The course is essential to any sales director, key account manager or salesperson who realises the importance of developing profitable business through partnership and development with key customers.
Duration of course: 1 day fast track masterclass
Dates: 13 July 2004 , 30 November 2004 , 20 January 2005
Location: Manchester Central
Costs: £295 + VAT
Guide price
£295 |
