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Key Account Management and Development.pdf

Who is it for?

This key account management course is for sales people who are building and developing business from existing clients.

Description

This key account management course is designed to enable delegates who are responsible for the development of new key accounts to your business.

However, it is not enough just to develop them – this is an ongoing relationship and you need to maintain, and build on that relationship to provide them with the service level they require. This in turn will be rewarded with long term business for your organisation.

If they are happy with the service and relationship they have with you, undoubtedly they will advertise your services to others enabling you to develop new key accounts for the ongoing business development.

Delegates will be equipped with the knowledge and techniques that enable them to apply a structured approach to developing key accounts. 

Course content

• What is a Key Account? 

• Qualifying which accounts are worth developing

• The Client Relationship - Identifying the key stages of development

• Customer perception – why do they buy from you? 

• Account assessment – where are your gaps?

• Identifying opportunities to grow the account - SWOT analysis

• Account planning - setting ‘SMART’ objectives to develop more business

• Identifying the level of support you have within the organisation

• Networking and mirroring contacts

• Service level agreements

• Internal communication – recording information, recognising opportunities and knowledge sharing

• Development activity plan

Course duration

1 day, normally between 9:30 and 4:30

Cost

£365 (+VAT) per person on scheduled course. £1125 (+VAT) for training at your premises for a group of staff.