Objectives
- To increase Managers’ability confidence in identifying key accounts and learning to develop and grow these accounts ;
- To equip Managers with the tools and skills to produce measurable business benefits through managing their relationships with strategically-important customers;
- To learn to focus time and attention appropriately in the development of key accounts.
Programme Description
Key Account Management is one of the most important changes in selling that has emerged in the past decade. It means far more than just selling more products to big customers. It revolves around handling the customers who play a strategic role in the growth of your organisation. It requires a focus on maintaining and improving existing customer relationships as well as capturing new clients.
Participants will learn to transform transactional relationships into strategic ones focused on capturing real value. They will learn skills to help drive productive collaboration which unlocks innovation and value on both sides of the relationship.
Who Should Attend
Key account managers, senior sales people and major account managers aiming to develop their planning and customer management skills.
Duration
2 days