Key Account Management

This course helps you manage accounts effectively in a competitive market where clients can be increasingly demanding. You will learn best-practice techniques to engage with clients, negotiating, reporting and providing high levels of service when managing multiple relationships Course Outline: Practical exercises to determine what is needed in key account management, and what makes the top account manager successful Know your role as an account manager: assess, set goals, benchmark, bridge Know what your up against by researching and analysing competitors Identify the Decision Making Unit (DMU) Engage with the buyers point of view to correctly realise their needs Identify client expectations and negotiate mutual goals Work with your client to manage change Learn different styles of persuasion and influence Best practice in database and report management