Sales Key Account Management
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I engaged Colly to lead a world class seminar on Key Account Management. Colly's grasp of the subject was outstanding. Colly is someone who has a great understanding of sales effectiveness and as a seminar leader engaged the participants at all levels. I foresee that Colly will continue to deliver sales focused world class seminars as a world class sales trainer
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Course
In Clayton-le-Moors, Birmingham and Hayes
Description
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Type
Practical seminar
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Level
Intermediate
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Location
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Class hours
15h
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Duration
2 Days
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Start date
Different dates available
Account Management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future". Key Account Management is achieved by learning to: Develop a strategic approach to account management and customer relationships. Construct and implement.
Suitable for: Sales professional who require account management training in order to develop and manage accounts professionally.
Important information
Documents
- Key Account Workshop Brochure.pdf
Facilities
Location
Start date
Start date
Start date
Start date
About this course
With the development of a Key Account Management Programme will:
Develop a relationship that provides stability and growth
Add value to the customers business
Capitalise on the opportunities a customer presents
Optimise the profitability of the business in an account
Create a competitive advantage
WHO SHOULD ATTEND
This workshop is a MUST for
ALL Sales People who want to refine sales key account planning techniques, build key account skills and grow their key accounts.
AS WELL AS
Directors, VPs, Heads, and Senior Managers of Sales Management, Sales Operation Management, Business Development, Account Management, Marketing, Telesales, and Direct Marketing.
Bring your top 20% of clients and yu will discover how to develop them as a key account
Certificate from the Institute of Sales Management
You will leave with a full Key Account Plan for your Key Account Clients. Win more business immediately from you Key Accounts.
The Key Account Masterclass is recognised by key account managers internationally
Free Whitepaper and booking registration information
Reviews
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I engaged Colly to lead a world class seminar on Key Account Management. Colly's grasp of the subject was outstanding. Colly is someone who has a great understanding of sales effectiveness and as a seminar leader engaged the participants at all levels. I foresee that Colly will continue to deliver sales focused world class seminars as a world class sales trainer
← | →
Course rating
Recommended
Centre rating
Mei Li Lee
Subjects
- Management
- Key Account Management
- Sales Training
- Account Development
- KAM
- Sales
- Accounts
- Account Success
- Sales Process
- Sales Marketing
- Sales Strategy
Teachers and trainers (2)
Colly Graham
Colly Graham formed salesxcellence in 1996 after thirty years experience in telephone, field sales and sales management. After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 com
Jim Finnegan
Director
Course programme
Key Account Management
Workshop Content
Module 1 The Role of the Key Account Manager
What do you wish to achieve?
Sales Myths and functional fantasies
Setting Workshop objectives – from a list of objectives
Your Sales Role Defined as a Farmer- what it means to be a Farmer
Defining the role and responsibilities of a key account manager
Differentiating account management from selling
Understanding common key account management pitfalls
Assessing your strengths, weaknesses and unique advantages as a supplier
Determining the criteria for major account status
Module 2 Knowing your Account
Researching your customer’s profile for accurate positioning
Assessing an account’s volume of business and profit potential
Examining the organisation’s structure and politics
Analysing the customer's short-term and long-term buying cycles
Using gap analysis to see where your customer wants to be / could be SWOT
Module 3 Formulating Account Strategy
Creating an account plan, setting objectives and strategies for each account – focusing on the real needs
Developing competitive pricing strategies
Measuring account profitability
Using CRM strategies to add customer value and build stronger and more loyal relationships
Focusing on customer-driven measures
Module 4 Managing the Account
Identifying key decision makers
Influencing and negotiating with multiple decision makers
Utilising ROI selling
Producing effective proposals
Setting specific goals and objectives for each meeting
Giving effective and skilful presentations and ensuring all meeting are productive
Module 5 Adding Value to the Account
Networking and maintaining alliances across an organisation to maintain preferred supplier status
Creating value-added marketing programmes for major accounts
Looking for opportunity – identifying wider sales across the whole account
Module 6 Developing Your Key Account Strategy
Setting Goals for your Key Accounts
Additional information
Students per class: 15
Sales Key Account Management