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Key Account Management

Course_Reference: 
REEKAM
Manufacturer: 
0
Training_Provider: 
35
Summary: 

The Account Manager not only has to manage the sale, but the strategy to optimise client spend and loyalty. As the relationship between provider and client evolves, the expectations of service and product supply continue to increase.

Audience: 

New managers who want to learn more about how to manage and develop their chosen/target accounts. This course is also for existing sales people involved in Key Accounts who want to step back from their daily workload and explore different approaches or examine their accounts against a different set of objectives or criteria.

Objectives: 

  • How to gain entry into the organisation and implement your account strategy
  • How to build successful relationships within the organisation
  • How to manage multiple relationships
  • Negotiating by influence and integrity
  • When and how to say "no" within the service cycle
  • Measuring and monitoring your service for success

  • Your role as an Account Manager (Assessing, goal-setting, benchmarking, bridging)
  • Understanding the buying cycle
  • Identifying the Decision Making Unit (DMU)
  • Identifying client expectations
  • Identifying and negotiating mutual goals Implementation procedures
  • Implementation procedures
  • Managing change with your client
  • Communication and managing relationships
  • Influencing styles
  • Providing an effective customer support tree (CST)
  • Using MIS to monitor your service and supply

Description: 

The Account Manager not only has to manage the sale, but the strategy to optimise client spend and loyalty. As the relationship between provider and client evolves, the expectations of service and product supply continue to increase.

Keywords: 
Account Management,Key Account Management,optimisation strategies

Software Vendor

IT Technical

Business Skills