Key Account Management

This programme is for experienced sales people who have, or will soon have, responsibility for managing strategic relationships with key customers.

The effective management of key relationships is critical to the success of any organisation.

This course takes experienced sales professionals through a process of analysis and reflection, using real life customer data, to help them build a highly effective account plan for their chosen accounts.

The Key Outputs:

• A comprehensive toolbox for driving efficient selling activity
• A clearly defined process for creating stronger and more profitable relationships that are secured from competitor activity
• A defined set of methods and activities that will increase the wallet share from key customers

The main topics covered during the programme include:

• What does Key Account Management feel like?
• The Mercuri Key Account Management model
• Selection criteria
• Managing information and people
• Objectives and strategies
• Planning and measurement
• Personal action planning