In many businesses a large proportion of sales revenue comes from a few key customers. As you develop and help grow an account so your workload and sales revenue increases. 

In this course you will learn how to identify the development of key accounts and assess their potential value in terms of sales and revenue. Key Account handling requires a special kind of attention and skill that is different to the skills required of field and telephone sales executives. Key Account Managers as opposed to sales executive require a higher level of managerial ability and are expected to exhibit leadership, effectively co-ordinate resources, design and implement account strategies, which is similar to what is expected of a Sales Manager. 

Objectives: 

The aim of this course is to help you build on your key account skills so that you can achieve ongoing, long and more profitable key account relationships.  You will learn how to devise different relationship strategies for different key accounts. A clear focus on managing the relationship will be explored. Ways to lower costs by introducing better and more efficient ways to handle key accounts will be examined and applied to your own situation. The key aim of the course is to develop your key account skills so that you enjoy greater job satisfaction and increased rewards. 

Who should attend? 

Mid- to senior-level marketing, sales and product executives, including managers, directors, VPs and CMOs.     

Course Outline: 

• Stages of development of an account to key account status
• Learn to develop long-term relationships
• Plan and develop relationships with key people
• Adapt your own selling style to develop the account
• Understand individual account behavior and motivation
• Time Management and prioritising workloads
• Leadership and delegation of tasks
• Maintain key records and account information
• Motivating people associated with servicing the account
• Identify and capitalise on selling opportunities
• Monitoring competitive development affecting the key account
• Reviewing and monitoring account status
• Introducing new products and services in a professional way
• Event & Conference Management
• Implementing High level presentations to key accounts
• Establishing clear lines of communication between company units and the key account.
• Set up a review process to strengthen key relationships

WORKSHOP STYLE: 

This will be a participative workshop with a mix of interactive learning sessions, exercises and discussions aimed to provide maximum impact and learning retention for all delegates.