Strategic account management course (sam)
Course
Inhouse
Description
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Type
Course
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Methodology
Inhouse
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Duration
2 Days
This 2-day course for strategic account managers is aimed at sales-people with highly focused responsibility for Business Development of one, or up to three larger accounts. Delegates will have been involved in high end sales activity for at least three years. This highly interactive course will build on existing strengths and focus on senior management strategic customer issues.
About this course
None
Reviews
Course programme
This highly interactive course will build on existing strengths and focus on senior management strategic customer issues (preferably identified in pre-course activity). It will stimulate appropriate positioning of an extensive solution capability that optimises the use of all possible resources.
Senior Account Managers (SAMs) also need to guide, direct and manage sales and support resources to bring focus on achieving strategic goals. This course addresses appropriate consultative behaviour to ensure both internal and customer cooperation. Finally, the course helps SAMs to see themselves as others see them when presenting solutions and negotiating.
This course helps learners to:
- Clearly understand their role and responsibility
- Use a wide range of consultative sales techniques
- Pitch solutions that appeal to buyers and decision makers
- Adapt their negotiating style
- Plan to creatively develop their key accounts
- Understand the selling and buying cycles
There is a four stage negotiation ''game'' to sharpen-up power mapping skills.
For customised courses the client''s real-world strategic account plans can be used with the potential deliverable of improved plans and strategies. If justified this can be extended for a further day into a practical workshop activity including an opportunity ''gap analysis'' and action plans to address those gaps and optimise the use of company resources to secure larger & quicker orders.
Want this course tailored to meet your exact needs?
Contact us for a bespoke detailed course outline, or to arrange a no obligation meeting.
Strategic account management course (sam)