On-line training course catalogue
Managing and Developing Key Accounts
Type of course: Classroom
| Fee | Price on application |
|---|---|
| Days | 2 |
| Course code | STMDKA |
We currently do not have public dates scheduled for this course.
If you have a requirement for this course, please contact us for the latest course information.
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Overview
Key account management is the process of maximising the return from a customer by defining and actioning appropriate plans that build on the present to manage the future.
This dynamic two day programme covers the skills, disciplines and behaviours needed to acquire, develop and retain highly profitable ‘key account’ business.
A highly participative workshop involving syndicate exercises, trainer input, learning from others, interactive sessions using videoed feedback, supported by video clips and handouts.
Who will benefit?
This programme will benefit account managers, sales managers, and sales executives who are responsible for ‘key account’ management in a business to business environment.
By the end of the course you will be able to
- define the skills and qualities that are essential to successful key account management
- list the day to day and long term responsibilities of the key account manager
- research your customer’s profile for accurate positioning, assessing an account’s volume of business and profit potential
- develop a value proposition that will give you competitive advantage and enable you to build a long term relationship with the customer
- structure a plan to align the customer and supplier teams so that both sides of the relationship can communicate effectively
- analyse the customer’s account to identify strategic and functional needs
- plan and set sales, profitability and activity objectives for each key account
- explain actions that you can take to progress the accounts from satisfaction to total loyalty through pro-active account management
- identify key stakeholders and understand the role they play in the decision making process then influence their thinking in your favour
- state how to present your product for maximum impact
- reduce account buyer’s monetary obsession and replace it with interest and desire
- use advanced questioning techniques for uncovering needs
- locate real objections and work with your customer to find a ‘value’ solution
- evaluate trade concessions and maximise variables effectively
- increase your personal influencing and negotiating techniques to reach a win win sales close
- receive structured detailed feedback on your role plays to develop skills
Related courses that you would benefit from
- Advanced Sales Techniques using NLP
- Gaining Appointments by Telephone
- Image for Impact
- Influencing Skills
- Presentation Skills for Successful Selling
Link to this page: http://www.xpertise.co.uk/STMDKA
Xpertise – Managing and Developing Key Accounts training courses
Xpertise provides Managing and Developing Key Accounts training courses from 7 UK locations: in Altrincham Manchester, Hinckley East Midlands, Leeds Yorkshire, London King William Street, Maidenhead Berkshire, Malmesbury Wiltshire and Washington Tyne & Wear – and at 44 partner locations nationwide.
Xpertise Training reserves the right to improve the specification and format of its courses for the benefit of its customers without notice to the customer.