This workshop is aimed at experienced sales people who are now taking on responsibility for key accounts or who want to learn how to maximise their sales with current high value customers.
Content can include:
The role of the key account manager
Adding value to your account
The key account development process
Setting key account objectives
Ways to increase your revenue and improve your margin
Preparing an account development plan
Developing strategies and tactics
Understanding company politics and culture
Identifying buyer/influencer types
Successful interpersonal behaviour
Relationship management and networking inside the account
Developing the business relationship
Taking on a key account; the practical steps
This is an outline. If we haven’t included exactly what you want, tell us. We’ll design a programme that’s a perfect fit for your business.
