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Managing And Developing Key Accounts

in Hemsley Fraser (England)

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Course details

Type Course Duration 2 Days
Method / place Contact course provider Classes
Suitability Key account executives, account managers and those who are progressing into a key account management role, or who have limited experience in managing accounts. Fundamental sales skills are assumed and will not be covered on this course.
Price £899 + VAT
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Course programme

Managing And Developing Key Accounts
Account Management - It's Big Business

  • The profile of a key account

  • Selling and account management - the difference

  • Account manager - your role and responsibilities
Prioritising - Who are the Key Accounts?

  • Researching your customer's profile and position

  • Investment versus return - get your priorities right

  • Assessing your strengths, weaknesses and unique advantages

  • Understanding the marketing process and where you fit in
Planning a Key Account Strategy

  • Being clear about the potential of each account

  • How to develop a key account over the long-term

  • Longer buying cycles and their impact on your sales strategy

  • Recognising threats and dealing with them

  • Setting specific goals and objectives for each meeting
Relationship Management

  • Understanding the organisational structure of your account

  • Influencing and negotiating with multiple contacts

  • Identifying cross selling opportunities

  • Networking within your account

  • Identifying and gaining future sales

  • Client centred selling - focusing on the real needs

  • How and when to adapt your account management style

  • Productive meetings and how to achieve them
From Relationship to Partnership

  • Strengthening the relationship through regular contact

  • Alliances across an organisation to maintain preferred supplier status

  • Constructing strategic service level agreements
Developing a Business Plan

  • When and how to support presentations

  • Effective presentations and the essential skills behind them

  • How to ensure large contracts bring in large profits
Teamwork to Support Key Accounts

  • Planning how to support your key accounts

  • Identifying and overcoming internal barriers that prevent quality support

  • Ensuring all support staff play a key role in servicing your major accounts

  • What to expect of your customer service staff
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On Hemsley Fraser

Provider description
Hemsley Fraser is a global innovator and leader in learning and people development. We have the confidence to guarantee the success of our work and help organisations and people to succeed and improve through our innovative and robust learning solutions.

With a strong UK, European and North American presence and a global network of over 400 professionals, we bring a comprehensive range of people and organisational development capabilities to clients.

In an increasingly competitive environment where your people are often the key differentiator, you need to think beyond the norm and continually raise the level of talent and skills in the organisation. Hemsley Fraser provides learning and development solutions that help clients to become higher-performing organisations.

We develop learning solutions which:

* Help Airbus to build planes more efficiently at the forefront of technological innovation and the customer experience.
* Enable Norwich Union Life to deliver higher levels of customer satisfaction.
* Ensure that MBDA has an organisation wide learning programme, delivered with measurable effectiveness and efficiency and which directly supports its strategy as a global player in its market.
* Creates a large scale management capability to enable Royal Bank of Scotland Group to deliver operational and customer excellence, as one of the largest banking groups in the world.
* Distinguish West Bromwich Building Society as an award winning high performer in its sector, which has been achieved through the commitment of its people.

Our ability to think beyond learning distinguishes our approach and capability to make breakthrough performance a reality.

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Words related to the courses viewed: customer relationship management

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