Organisations receive a large chunk of their revenue from key accounts. To ensure business continuity and growth requires a proven process, the Key Account Management process. When a sales manager masters this process, he or she can secure accounts with more confidence and assurance.
In this 2-day programme, participants will learn to:
• Align visions and goals
• Identify the key stakeholders & decision makers within an account and develop an engagement strategy
• Identify the client’s buying process and motives
• Identify opportunities, needs and requirements within an account
• Develop unique value propositions, moving away from using price negotiations only
• Value post-sales service to maintain the account
Who Should Attend
Sales Managers, Key Account Managers
Duration
2 days; can also be conducted in 4 x 1/2-day sessions