Key Account Management

Developing long-term relationships with customers is becoming increasingly important, and many sales people now need to add professional key account management skills to their existing selling abilities.

This is a suitable training opportunity for those members of a sales team who are new to the relational sales process as well as newly appointed account managers and other management staff.

This key account management course for sales people will offer delegates the opportunity to develop professional skills in the acquisition, retention and development of customers, giving them a clear understanding of what can be achieved in a professional key or major account management role.

Who should attend the Key Account Management course?

• Sales professionals and business development managers who are new to the relational sales approach
• Newly appointed account managers
• Other managers with sales responsibilities

What are the benefits of attending Key Account Management training?

• Understand the Key Account management process and how to identify, define and map a Key Account
• Learn how to develop strategy through positioning
• Develop an understanding of the needs of the customer and how to set sales objectives specific to their needs
• Learn how to identify key buyer / influencer types and their role in the buying process
• Develop strategies for networking inside the Key Account and actions you can take to achieve your objectives

Key topics in the Key Account Management course

• Identifying, defining and mapping a Key Account
• The Key Account management process
• Strategy through positioning
• Situational analysis & the use of specific analysis tools
• Account mission statements and objective setting
• Strategic investment in the Key Account
• Creating an action plan
• Key Account Management teams
• Identifying key buyer/influencer types, their role and how to best handle them
• Identifying, understanding and using the internal culture of the customer
• Understanding personal buying behaviour
• Strategies for networking inside the Key Account
• Prioritising actions between & within Key Accounts
• Understanding strategic issues that may affect Key Accounts

Audience: Team Leaders, Middle Managers, Operations Managers and Directors, First line managers