Sales Training - Sales Skills for Account Managers

Who Will Benefit From The Course?

• Account managers
• Field sales people
• Business to business sales people
• Sales people who have had no formal training on the subject before
• Sales people who need a refresher and need to get "back to basics" and refocus their time and effort
• New sales people
• Call centre sales people
• Client relationship managers
• Internal telesales people
• Business development managers
• Commercial managers

What Will You Gain From the Course?

• The role of a successful account manager
• Building long term client relationships
• Managing buyer relationships
• Your customers as a business partner
• Identifying business development opportunities
• Developing business development opportunities
• Maximizing business opportunities
• Finding new clients through existing accounts
• Developing account management plans
• Gaining a greater understanding of your clients business
• New business development skills and techniques
• Evaluating your client portfolio
• Managing your client portfolio
• Creating long term customer loyalty

Course Agenda

Introduction & Objectives

Getting started
• The role of a successful account manager
• Building long term client relationships
• Managing buyer relationships
• Your customers as a business partner
• Identifying business development opportunities
• Developing business development opportunities
Lunch
• Maximizing business opportunities
• Finding new clients through existing accounts
• Developing account management plans
• Gaining a greater understanding of your clients business
• New business development skills and techniques
• Evaluating your client portfolio
• Managing your client portfolio
• Creating long term customer loyalty

Q & A and actions
Close

Your trainer for this course

The training programme will be delivered by Paul Routley FInstSMM UK Training Manger of Real Selling Sales Training (a profile of the trainer can be provided upon request)

Paul Routley is an award winning trainer and one of the countries leading authorities on modern sales techniques. During his career Paul has lived and worked in more than ten European countries including Germany, France, Sweden, Italy, Switzerland, Holland, Belgium and Ireland.

Paul has been responsible for the development of our unique customer focused sales model and system. With close to twenty years experience in sales at all levels, within a wide variety of markets Paul is one of the UK’s leading trainers, Paul is a fellow of the institute of sales and marketing management and is currently in the process of writing his first book on modern selling.