Details
This course will equip account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. Using their own customers as case studies, participants establish how “best practice” principles can be applied to managing their own key accounts whilst adding immediate value into their own organisations.
Outline
- Understanding the role and value of key account management
- Transitioning from transactional to relationship selling
- The key account manager role
- Analysing the customer
- Networking for account penetration
- Managing “virtual” teams
- Measuring key account profitability
- Monitoring achievement
- Analysing of existing and past business trends
- Identifying opportunities for developing business
- Developing strategies @ a key account plan
- Presentation of account plans
- Communicating internally / externally
- Measuring and managing customer expectations
- Capturing account data
WHO SHOULD ATTEND?
All officials within accounts management components of an organisation including:
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Key account managers
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Sales managers
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Experienced sales people
Duration:1 day
Special Offer
The Peer Group consists of skilled specialists, who cumulatively have more than 80 years of experience in the Human Resource field.
The Peer Group has been in business for over 16 years and prides itself on it’s loyal Customer Base. Our clients regard our facilitators and training as world class. In our programs, participants become engaged in an experience that mirrors the pressures and challenges faced in a real world situation.
The Peer Group’s point of difference lies in the results they achieve.
The Peer Group strives to consistently exceed customers’ expectations in terms of:
- World class training programmes
- Brilliant trainers
- Excellent customer service
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