PTP Training & Marketing Ltd

      Managing Major Accounts (2 day course)

      PTP Training & Marketing Ltd
      In Edinburgh

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      Important information

      Typology Short course
      Level Intermediate
      Location Edinburgh (Scotland)
      Duration 2 Days
      • Short course
      • Intermediate
      • Edinburgh (Scotland)
      • Duration:
        2 Days

      This course has been designed to develop and refresh the range of skills and techniques needed to proactively manage (rather than react to) our existing clients needs and to turn high value, major clients into long-term business partners. Developing and implementing effective and pro-active account plans for Major Accounts is essential, if profit and efficiency opportunities are to be maximised.

      Facilities (1)
      Where and when
      Starts Location
      On request
      Edinburgh Training and Conference Venue 16 St. Mary's Street Edinburgh, Midlothian/Edinburghshire, Scotland
      See map
      Starts On request
      Edinburgh Training and Conference Venue 16 St. Mary's Street Edinburgh, Midlothian/Edinburghshire, Scotland
      See map

      To take into account

      · What are the objectives of this course?

      Evaluate their Major Accounts and re-assess the internal and external factors which will impact future events. Analyse and use a client-driven approach to future planning. Measure and plan qualitative and quantitative aspects of the management of their major accounts. Set suitable objectives to optimise value from these accounts. Develop a realistic strategy and plan for achieving it. Determine an effective account penetration strategy. Determine how to make more effective contributions to the Major Accounts business.

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      Course rating
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      Reviews on this course

      Jamie Goddard
      5.0 24/03/2019
      About the course: I learned a lot from the training and really enjoyed every bit of it. I almost had the time of my life there and cherish the moment in learning and enjoying altogether. I would definitely recommend this course to anyone.
      Would you recommend this course?: Yes
      Did this opinion help you? Yes (0)
      Reviews gathered by Emagister & iAgora

      Achievements for this centre

      This centre has demonstrated its quality on Emagister
      9 years with Emagister

      How do you get the CUM LAUDE seal?

      All courses are up to date

      The average rating is higher than 3.7

      More than 50 reviews in the last 12 months

      This centre has featured on Emagister for 9 years

      What you'll learn on the course

      Communication Skills
      Communication design
      Communication styles
      Major accounts
      Communication face

      Course programme

      Managing Major Accounts (2 day course) - Timetable

      Day One:

      09:30 - 10:00 Coffee & Course Objectives
      10:00 – 11:00: Communication Skills – Adapting the environment to gain the most relevant and revealing information from the client in order to further develop the relationship and increase our negotiation stance.
      11:00 - 12:00:The Major Account Management Process: A repeatable, visible and systematic approach.
      12:00 - 13:00: How to reveal and make ‘added-value contributions’ to the Clients’ business
      13:00 - 14:00 Lunch
      14:00 - 15:30 The Clients Perspective
      15:30 - 16:30: Penetrating the Account: Are there any other key players? Evaluating effective ‘contributions’ to influence client perceptions and long term relationship.. Business Development within the Account. The Nature of Power. Organisation structures and spheres of influence.
      16:30 - 16:45 Summary & Action Plans Agreed

      Day Two:

      09:30 - 10:00: Day One Review and action points arising
      10:00 – 11:00: Determining Major Account Strategies and Plans
      12:00 - 13:00: Where do you want to be? How do you intend to get there? Tools and techniques to assist in the creation of a workable structure.
      13:00 - 14:00 Lunch
      14:00 - 15:00 Creation of a working plan to maximise on what is already known of the client and what is currently available within the organisation that would meet an existing need.
      15:00 - 16:00 An opportunity to practise sharing your ideas with your client and negotiating to a satisfactory close.
      16:00 - 16:30 Action Plans Agreed