Key Account Management
Course overview:An intensive practical two-day workshop that gives plenty of opportunity to apply the learning to current prospects or clients.
This concentrates on creating a robust strategy designed to maximise the relationship and business potential. Using your current proposals and your current clients as case studies in the workshop improves your understanding and application of the essential account development tools and skills.
Who should attend:
Experienced sales executives who are being asked to develop specific accounts.
Course Learning Objectives:
After this programme participants will have the ability to...
- Select key accounts objectively
- Plan where to network in the account for maximum leverage
- Use practical business analytical tools to understand business potential and client context
- Develop a robust account plan from long term vision to weekly action plans
- Identify potential challenges and ways to resolve them
- Monitor progress across a number of accounts
- Defining Account planning
- Auditing our account focus
- Matching activity to potential
- Identifying influence with multiple points of entry
- Assessing business potential
- Using consultative tools to uncover deeper business needs
- Structuring an account plan
- Moving from plans to actions
- Using customer commitments to measure progress
- Hard wiring multiple relationships
- Identifying buying styles
- Evaluating your position
- Planning for negotiations
- Six pre-course goals agreed with their line manager
- To be able to bring details of three current client details with them
- To have two years successful experience of selling.
- Review goals and actions plans with line manager within 10 working days.
- To have implemented part of their action plan within one week
- To submit a case study showing the application of learning within 1 month
