Key or Major Accounts are often responsible for the core profit and turnover in most companies, so maintaining and developing these customers is vital to ensure the long term growth and success of your organisation.
This course provides the opportunity to review your current approach to the development and management of your Key Accounts, as well as encourage you to challenge your existing Key Account strategies and techniques through discussion, debate and solid principles.
The programme is practical and participative. Your attendees will take away a robust Key Account methodology that they will be able to apply across their high priority accounts, including a plan for future growth. We will also look at the time allocated to working with existing Key Accounts and the methods required to identify and develop your Key Accounts of the future.
All delegates receive a comprehensive manual which covers all aspects of the course and is ideal for future reference.
• How to review your current Key Account strategies
• Techniques for developing your Key Accounts
• Focussing your time and sales effort
• Defining key objectives
• Creating a Key Account plan
• Managing key relationships
• Using LinkedIn and other tools
• Developing an influencing strategy
• Identifying and assessing risk in Key Accounts
• Strategies for dealing with competition
Experienced Sales Professionals who are responsible for developing and maintaining relationships with Key Account customers and/or developing the key Accounts of the future.
We’ve been developing and designing training courses for organisations for over 20 years — courses that genuinely change the way people work as teams. Our experienced trainers are always happy to discuss how our training can help develop your teams and strengthen the leadership qualities of your team leaders and managers.
For more details on our training courses, please follow the links on the right.
