Further Details
The effective and professional management of your key accounts is critical to your success and that of your company. Managing key or major accounts and maximising their potential, requires a different set of skills than selling.
This 2-day course will equip you with the required methodologies and skills to successfully manage and develop your customer base. You will consider the role and day-to-day tasks of highly effective account managers, examine proven practice in the development of an account and learn how to develop long term and profitable relationships with your key/major accounts.
Key focus:
- Recognise the difference between selling and account management
- Understand the responsibilities of an account manager
- Identify and influence the decision-making units within your accounts
- Use consultative selling techniques to build rapport
- Employ techniques for account planning and analysing an account for opportunities
- Plan and execute a major account negotiation
- Set realistic targets for each account
- Handle account review meetings
- dentify the best strategy for maintaining good relationships
- Identify the best entry and penetration strategies
Who will benefit:
All sales people who want to learn effective techniques for maximising the potential of every key/major account they manage.
Course Content:
- Managing key accounts
- Characteristics of key accounts
- The key account planning process
- Preparatory analysis
- Account analysis
- Relationship analysis
- Deciding strategies
- The objectives for each key account
- The tactics plan
- Identifying red flags
- Account penetration
- Decision making processes
- Behavioural analysis
- Day-to-day key account management check-list
Guide price
£1,095 (First Delegate Rate) £985 (Additional Delegate Rate) |
