Managing Key Accounts

Who Would Benefit

All salespeople moving into an account management role or those in need of a refresher.

Course Description

Delegates will learn how to sell profitably to key accounts, which is the next stage in every ambitious salesperson’s development. Successful key account management requires certain skills to take the salesperson further than simply ‘selling’ to customers. This account management programme explores how to build relationships and through excellent service and good account management consistently yield more profitable business.

CPD Points: 12
Training Course Category: Sales
Training Course Duration: 2 days
Training Course Location: Virtual, online or classroom-based

Learning Outcomes

At the end of this training course the delegate can:

• Display a greater commercial awareness
• Explain different buyer types
• Give examples of creativity and innovation
• Identify key players in the account
• Describe how to use a more consultative approach
• Explain effective market analysis

The Programme Includes:
What is a key account?
Identifying the key players
Analysis of business environment
Buying motives
Company culture
Understanding buyer types
Personality profiles
Developing relationships
How to G.R.O.W. key accounts
Selling & consultative selling
Forecasting an account growth
Negotiating outcomes
Ensuring profitability
Keeping the goodwill



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