Managing Key Accounts

Managing Key Accounts
Duration: 2 Days
Selling profitably to key accounts is the next stage in every ambitious sales persons development. It requires certain skills that take the salesperson further than simply 'selling' to customers. This programme explores how to build the relationship and through excellent service and good account management consistently yield more.
Content includes:
 

• What is a key account?
  
• Identifying the key players
  
• Analysis of business environment
  
  • Buying motives
    
  • Company culture
    
• Understanding buyer types
  
• Personality profiles
  
• Developing relationships
  
  • How to G.R.O.W. key accounts
    
• Selling & consultative selling
  
• Forecasting an account growth
  
• Negotiating outcomes
  
  • Ensuring profitability
    
  • Keeping the goodwill

 
Associated courses to the above subject include:
- Strategic Selling
- Advanced Negotiation Skills