Key Account Management

Understanding your account environment
-Account manager role - Where am I now?
-SWOT analysis of an account
-Politics
-Competitive activity
-Decision processes
Creating strategic outcomes for business
-Understand the return on investment of product or service from your customer's perspective
-Understand personal and business objectives
Account relationship management
-Review contacts within the accounts
-Communication and managing relationships
Identifying blockers
-Relationships
-Personal attitude
-Planning
Defining solutions
-Widening your vision for innovative solutions
Influencing and negotiating
-Powerful strategies for influencing others
-The importance of language
-Questioning
Action planning
-Creating effective plans and monitoring success
-Account monitoring and review
Review of Programme
Other Recommended Programmes
-Successful Negotiating Skills