Key Account Development

This is a 2 day course

1. See bottom of page for scheduled course dates.

2. If you have 4 or more delegates we can schedule a course for you, or run it in-house. contact us (0115 9849940) for details.

Who will benefit: The experienced salesperson or sales manager who is responsible for gaining or managing existing key accounts.

Objectives: By the end of the course participants will be able to:

• Define a key account
• Understand the role of a Key Account Manager
• Develop a key account strategy
• Manage multiple business relationships within the accounts
• Identify potential future key accounts
• Understand the psychological factors involved in the buying process
• Present the strategy with confidence

Module One - The key account role

• Key account definition
• The role of the key account manager
• Key account customer expectations

Module Two – Developing the key account strategy

• Where are we now?
• Where do we want to be?
• SWOT analysis
• Analysing the competition
• Product and/or service lifecycle analysis – how it may influence your plans
• Determining the strategy
• Action planning

Module Three – Managing key account relationships

• Understanding customer buying motives
• Working with different customer behavioural styles
• Customer decision making roles within the key account
• Customer needs and relationships - recognising your role

Module Four - Presenting the strategy

• Research and preparation
• Structuring your presentation
• Communication skills during the presentation

Scheduled Dates & Locations

This course is not currently scheduled. Please contact us for further details.

General Information:

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Download Material:

Client Log-in Free Behaviour Styles Survey Free Learning Styles Survey

Sister Sites:

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For further details contact our sales team:
Telephone: 0115 984 9940
Fax: 0115 921 5352
sales@sterlingconsultancy.co.uk
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