Key Account Management
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Course Objective: to enable delegates to maximise revenue from the most crucial area: key accounts. It examines the best way of remaining in contact, re-identifying needs and building relationships that will pay dividends over a period of time.
Suitable for: all sales people with intermediate experience or higher.
Complementary Courses: Strategic Selling, Time & Territory Management, Improving Your Yield
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Further Details
Course objective: to enable delegates to maximise revenue from the most crucial area: key accounts. It examines the best way of remaining in contact, re-identifying needs and building relationships that will pay dividends over a period of time
Suitable for: all those with responsibility for major accounts.
Follow-up course: Strategic Selling
Complementary courses: Time and Territory Management, Improving Your Yield
Course Elements
· Review of existing techniques
· Understanding your client’s objectives
· When and why you should contact regular clients
· Questioning techniques:
- Re-establishing client needs
- Identifying changes within the client’s business
- Re-selling your competitive advantage
- Maintaining urgency
· Continuing to be creative:
- Client incentives
- Brainstorming for new ideas
· Business friendship v “Old Mate” - understanding the difference
· Maintaining client rapport
· Practical exercises throughout
This Training Course is offered "in house" at the following locations:
Manchester
London SE
Information provided is for information purposes only and no guarantees are made with regards to accuracy. It is advised that all details are checked prior to making a booking. Contents © 1999 - 2012. All rights reserved.
