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Key Account Management

Duration
Two Days

Aim

To provide sales people whose responsibility it is to manage key accounts with the tools and strategies to achieve this.

Who should attend
Sales people responsible for Major of Key Accounts, Sales Managers and Key Account Managers

Content

    • Selling strategically – an overview
      Transactional vs Consultative Selling
      The core competencies required

 

  • Understanding Key Accounts
    Types of buy
    Forecasting sales

  • Strategy
    Identifying, analysing and 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 buy and act accordingly

 

A detailed content of this workshop is available on request