Sales and Account Management

Sales and Account Management

Most companies have recognised that they have to change the way that they sell. They acknowledge the idea that a “one size fits all” approach is no longer the best way to promote the organisation and generate sales. In its place is a much more focused and individual strategy for each type of customer account which requires the development of new skills to
compliment the more traditional methods of selling.

Course format

This is an interactive course with individual and group activities. We use discussions, case studies and exercises to help delegates apply the ideas and concepts in real and familiar situations.

Course Content

The course will cover the following areas:

· The role of Sales and Account management
· How account management differs from sales
· Analysing Account business needs
· Creating strategies for handling customer accounts
· Building and Managing the relationship long term
· Understanding and influencing different personality types
· Negotiating positive outcomes

Time: 9.30 – 4.30