Key Account Management

Phoenix Training and Development

Course

Inhouse

£ 1,850 + VAT

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Description

  • Type

    Workshop

  • Methodology

    Inhouse

  • Duration

    1 Day

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.

    See related categories

    Key Account Management

    £ 1,850 + VAT

    The best Sales Management courses

    See all

    See all