;

20%* off all training courses booked in July. Use code: SUMMER20 *T&Cs apply

Discount (SUMMER20) applies to training courses running in July, August and September 2019. See full terms and conditions.

Overview

This two session programme equips 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.
Whilst the first session focuses on a best-practice approach to the development of a strategic key account plan, session 2 then builds on that foundation with the opportunity to present a plan for feedback, then explore how such plans can be implemented in practice.

Please contact a Sales Advisor to confirm session dates.

Who should attend?

Those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. Participants should have three years’ sales experience, six months of which should ideally have been in an account management role. The course is also valuable for managers and directors intending to implement a key account management strategy within their organisation.

Learning outcomes

• Recognising which customers are key accounts
• Understand the scope of the key account management role
• Recognise the stages of a key account relationship
• Develop a strategic key account plan
• Identify the potential in their customers
• Use professional business analysis tools
• Develop internal teams to meet the needs of key accounts
• Identify and develop DMUs
• Utilise internal resources in a virtual team environment
• Understand the impact of key account management on internal communication and customer records
• A strategic plan developed for a customer, with feedback

Course Dates

Start Date Days Location
Please select course type: Residential: Non-residential:
10 Oct 2019 4 Cookham
 
Add to Basket
Added
 
Book Now

Course Director

Simon Houghton

Simon Houghton has over 35 years’ experience in sales, marketing and management, and has been the lead CIM Course Director for Key Account Management for over 12 years. He has extensive experience of developing key account managers in client-specific and open environments.

Enquire

Is this course right for me? To speak to one of our Learning Advisors, call us on +44 (0)1628 427360 or complete the form below.

We are currently having a technical issue with this form.

Please be aware of the following.

If your web browser is using 'Ad Blocker' technology this may interfere with the rendering of the form.

Please either turn it off temporarily, or add 'https://analytics-eu.clickdimensions.com' to any 'whitelist' it may contain.

Thank you for your patience.

X

Are these courses for you?

If so please continue to add any extra courses to your cart or check out.

Want to purchase courses for multiple persons or have any other training requirements?
Call us on 01628 427360
Email us at training@cim.co.uk
or click on the 'Need Help' icon that has appeared to the right.

  • CoBrowse