Key Account Management Course

Is it right for me?

This course has been prepared for experienced sales professionals who are progressing to large accounts, longer sales cycles and the management of large client accounts.

What will I get out of it?

By the end of the course participants will be able to:

• Explain and implement the key processes of client relationship management
• Demonstrate their ability to successfully maintain, develop and attract client business
• Demonstrate their ability to compile and develop a client account business development plan
• Produce a personal plan for developing client relationships on their return to the workplace

What does it cover?

Sales, consultative sales and client account management

• Identify the appropriate clients
• Selling to large accounts
• Maintaining clients, developing business

Extending your power base

• Analysing the situation
• Recognising politics, friends and enemies
• Planning and implementing improvements
• Building individual relationships and trust
• Building appropriate competencies
• Handling change
• Working in teams

Client account planning techniques

• Planning for success
• Researching the client, assessment and analysing
• Storing information
• Planning for success
• Project management

Action planning

• Preparing individual action plans for implementation of new skills and knowledge