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Key Account Management

In Company


Aim

To provide sales people whose responsibility it is to manage key accounts with the tools and strategies to achieve this. Designed for sales people responsible for Major or Key Accounts, Sales Managers & Key Account Managers


Content

• Selling Strategically – an overview

• Transactional vs Consultative selling
• The core competencies required

• Understanding Key Accounts

• Types of buy – reorders, rebuys, new & unknown
• Forecasting sales

• Strategy

• Identifying, analysing & developing entry strategies for new accounts

• Increasing sales and optimising resources

• Adopting the “everyone sells” approach

• Dealing with the Key Account buyer

• How to identify the social styles of the buyer and act accordingly

A detailed content of this workshop is available on request