Training for National Account Managers

A two-day in-company training course2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.

Course Overview:

This is an essential course for anyone managing large or national accounts. The business demands are greater than ever before and effective management of national accounts is paramount to a successful business strategy. This course is worth years of learning the hard way and is invaluable for those in a National Account Management or similar role. The course address the challenges faced in the current market climate. Delegates will understand the role and responsibilities of the National Account Manager. The course will provide a clear structure for business analysis and business planning. Delegates will develop their analytical, commercial and one-to-one presentation skills and will leave the course with a plan of implementation for their national accounts.

Programme Contents

Successful National Account Management
The Challenges of Managing National Accounts
The Current Market Status
The Role, Responsibilities and Accountabilities
Critical Customer Information and Account Files
Understanding Buyer Needs, Demands and Strategy
Becoming a Strategic Supplier
Measuring Supplier Performance
Financial Analysis of a National Account
Strategic Business Management
Developing Account Plans
Scheduling Account Activities
Negotiating with National Accounts
Planning the Negotiation Strategy
- Valuing Concessions
- Achieving Mutually Acceptable Agreements
Using Promotional Investment
Conducting Structured Business Meetings
The Business Review
Dealing with Skilled Buyers
Individual Action Plans