Key Account Management Training:  

 

 

Synopsis:

Every business has some clients who are particularly important, and successful management of these key relationships is vital.  This course helps account managers and salespeople manage high-profile relationships effectively, no matter how demanding the requirements or competitive the market.

It covers best-practice techniques to engage with clients, with all the skills necessary to negotiate, report and provide high levels of service. With guidance from a client engagement expert, learners will discover how to become trusted partners to their clients, act as ambassadors for their organisation and provide world-class service.

Pre-Requisites:

No pre course work is required and is suitable for new or existing account managers

Course Outline:

This course is aimed at account managers or sales people who manage relationships with  high-spending or important clients. It focuses on building relationships with key stakeholders and decision-makers, managing difficult situations and becoming a trusted partner.

Course Content:

  • Practical exercises to determine what is needed in key account management, and what makes the top account manager successful
  • Know your role as an account manager: assess, set goals, benchmark, bridge
  • Know what you’re up against by researching and analysing competitors
  • Identify the decision making unit (DMU)
  • Engage with the buyer’s point of view to correctly realise their needs
  • Identify client expectations and negotiate mutual goals
  • Work with your client to manage change
  • Learn different styles of persuasion and influence
  • Best practice in database and report management
  • Writing proposals

Learning Outcomes: 

  • Business development skills for gaining entry to potential new clients
  • Know-how to build long-term relationships at all levels within clients’ organisations
  • Negotiation skills to persuade, influence and grow existing accounts
  • Networking skills to grow your existing client base
  • Ability to manage multiple relationships with equally high levels of service

Duration:
 1 Day

No of Delegates: – The Total Number of delegates that can sit this is course is a maximum of 12 to uphold the quality of our training and to ensure the course is properly embedded to achieve the companies / individual goals. 

Prices –£849 (ex VAT) Per day for up to 12 delegates trained onsite

(An additional charge for travel will be applied at 40p per mile from Sequence HQ to your premises)