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ILM Approved Courses Investor In People
Institute of IT Training
KEY ACCOUNT MANAGEMENT
 
Book this Course Printer Friendly Version
Duration: 1 day
Price: £395.00
Locations Available:
Basingstoke
Crawley
15 Sep 08
 

Suitable For:

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.

Benefits of Attending:

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
  • Produce a personal plan for developing client relationships on their return to the workplace


 

Course Outline:

Sales, Consultative Sales and Client Account Management

  • Client Relationships Management
  • 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


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