Key Account Management
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Who is it for?
Newly appointed account managers and salespeople who wish to learn the most effective way of managing accounts
What is it about?This course helps you manage accounts effectively in a competitive market where clients can be increasingly demanding. You will learn best-practice techniques to engage with clients, negotiating, reporting and providing high levels of service when managing multiple relationships
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Further Details
What do I get out of it?
- Business development skills for gaining entry to potential new clients
- Know-how to build long-term relationships at all levels within clients organisations
- Negotiation skills to persuade and influence and grow existing accounts
- Networking skills to grow your existing client base
- Ability to manage multiple relationships with equally high levels of service
- Practical exercises to determine what is needed in key account management, and what makes the top account manager successful
- Know your role as an account manager: assess, set goals, benchmark, bridge
- Know what you're up against by researching and analysing competitors
- Identify the Decision Making Unit (DMU)
- Engage with the buyers' point of view to correctly realise their needs
- Identify client expectations and negotiate mutual goals
- Work with your client to manage change
- Learn different styles of persuasion and influence
- Best practice in database and report management
This Training Course is taught in classrooms in the following locations:
London WC
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.
