to enable participants to maximise revenue from that most crucial sales area: key accounts. It examines the best way of remaining in contact, re-identifying needs and building relationships that will pay dividends over a period of time. Suitable for: Sales people who wish to continue generating significant revenues from existing customer relationships.
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Course programme
Key Account Management
Course Objective: to enable participants to maximise revenue from that most crucial sales area: key accounts. It examines the best way of remaining in contact, re-identifying needs and building relationships that will pay dividends over a period of time.
By the end of the course, participants will be able to:
Identify when and why they should contact regular clients
Understand the importance of re-identifying client needs and re-selling your competitive advantage
Recognise the difference between a business friendship and an “old mate”
Maintain client rapport over a long period of time
Understanding how effectively you are selling to your key accounts and how well you know clients with potential
Identifying creative ways to maximise revenue from key accounts
Client objectives, planning and monitoring effectiveness
Establishing needs, keeping in touch
Course Elements
Review of existing techniques
Understanding your client’s objectives
When and why you should contact regular clients
Questioning techniques: - Re-establishing client needs - Identifying changes within the client’s business - Re-selling your competitive advantage - Maintaining urgency
Continuing to be creative: - Client incentives - Brainstorming for new ideas
Business friendship v “Old Mate” – understanding the difference
Maintaining client rapport
Practical exercises throughout
Except in the case of Open Courses, all Phoenix workshops are tailored on demand, which means that we will develop the final agenda with you to deliver exactly the training you want, at the level you need, within the timeframe you decide.
Additional information
Payment options: Except in the case of Open Courses, all Phoenix workshops are tailored on demand, which means that we will develop the final agenda with you to deliver exactly the training you want, at the level you need, within the time frame you decide.
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