Key Account Management Training Course (2 days)

The course has been designed over two (2) day to give an understanding of Key Account Management and will cover the following areas;

The role and responsibilities of a key account managers
How to define the fundamental attributes of a key account
Assign cross company measurable value to any account
Evaluate your client organisational culture Vs yours
Research client’s financial performance and future business objectives
Motivational theory and its relevance to maintaining good client relationships
How to effectively network the account
Establish a buying needs matrix
Create a client SWOT analysis
Create a Competitor Matrix
Team members roles and responsibilities within a key account
Recognise the buyer’s motivation and how you and your organisation can best influence it
Maintain team focus whilst meeting account objectives
Build barriers to competitive attack
Understand the importance of product development within a key account

Managing Director
Sales Director / Sales Vice President
Key Account Manager
Business Development Manager
Export Sales Manager
International Sales Director / Manager

The course has been structured for those professionals interested in gaining experience in Key Account Management.

Delegates who fully attend the course will receive a certificate on the course completion.

We will teach both the practical and real-world experience of what it takes to keep key accounts.