How to Develop Key Accounts
A step-by-step methodology for winning, defending and growing your key business
Course Ref: 0826 | CPD Hours: 7 | Price: £ 499(exc. VAT) | Member Price: £ 449.10(exc. VAT)
Price includes morning coffee, lunch, afternoon tea and all course materials.
Click the venue name for location details. Venue will be confirmed on joining.
We can also train a group, or customise a training course to your specific needs. Please email us for further information.
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Start Date
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End Date
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Venue
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10/06/2008
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10/06/2008
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London
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04/09/2008
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04/09/2008
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London
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19/11/2008
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19/11/2008
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London
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02/12/2008
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02/12/2008
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Manchester
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There is a transition required to turn a sales person into an accomplished key account manager. Sales arguments must become business arguments. This workshop covers the essential knowledge you need to select the right key accounts and invest your resources. It identifies the optimal methodology through which success can be planned and executed.
You will evolve a mature business perspective and approach for the winning and development of key business. As a result, you will invest your time and effort into carefully identified opportunities, with a qualified certainty of success making the cost of sale more effective.
You will gain a clear understanding of the steps you will need to take to protect and grow business from your existing key accounts. You will also apply the same methodology to successfully identify and win new key customers, gaining ability to plan effective offensive and defensive strategies that result in highly productive sales action plans.
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Make the transition from traditional selling to key account management
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Select ’true’ key accounts through threat analysis
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Analyse real account potential
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Research major sales opportunities
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Measure and understand the account’s business position
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Use a range of analysis tools to identify strategic opportunities
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Create deliverable strategy
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Draw up an action plan for success: turning strategy into actions
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Provide business arguments not sales arguments
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Define and position account value
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Present highly attractive value-based solutions up to board level
New and experienced key or major account managers who want to evolve a proactive and structured approach to maximising business from their major customers. Sales managers and directors who wish to evolve their team’s methodology for effective key account management and development should also attend.
This workshop will also be of major value to sales people and marketers with responsibility for winning and developing key business.
Support/Practitioner/Manager
All of our marketing training is based on the CIM's Professional Marketing Standards framework, ensuring that marketers at all levels of seniority gain the practical skills that employers require to improve business performance. Please take your time to review our standards framework, if you have not already done so.