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. Please contact us online or call us on 0115 9849940 for more 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 Courses:
This course is not currently scheduled. Please contact us for further details.
General Information:
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For further details contact our sales team:
Telephone: 0115 984 9940
Fax: 0115 921 5352
sales@sterlingconsultancy.co.uk
Contact us online