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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 at our Associated Training offices 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 Dates & Locations

Scheduled Courses:

This course is not currently scheduled. Please contact us online, or call us at our Associated Training offices on 0115 9849940 for more details.

For further details about how we can help your business with its sales training needs, contact one of our specialist sales training advisers at our Associated Training offices on:
Telephone: 0115 984 9940
Fax: 0115 921 5352
Online Contact Form

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