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
Start Different dates available
  • Short course
  • Intermediate
  • Edinburgh (Scotland)
  • Duration:
    2 Days
  • Start:
    Different dates available

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
Different dates available
Edinburgh Training and Conference Venue 16 St. Mary's Street Edinburgh, Midlothian/Edinburghshire, Scotland
See map
Starts Different dates available
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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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)
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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
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