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  • cpd
Course Category: Sales Training

Managing Key Accounts

Who Would Benefit

All sales people moving into an account management role or those in need of a refresher.

Course Description

Delegates will learn how to sell profitably to key accounts which is the next stage in every ambitious sales person’s development. Successful key account management requires certain skills that take the salesperson further than simply 'selling' to customers. This account management programme explores how to build relationships and through excellent service and good account management consistently yield more profitable business.

 

  • CPD Points: 12
  • Course Category: Sales
  • Recommended No. of Days: 2
  • Course Location: To be determined by Client
Learning Outcomes

At the end of this programme the delegate can:

• Display a greater commercial awareness
• Explain different buyer types
• Give examples of creativity and innovation
• Identify key players in the account
• Describe how to use a more consultative approach
• Explain effective market analysis

The Programme Includes:
  • What is a key account?
  • Identifying the key players
  • Analysis of business environment
  • Buying motives
  • Company culture
  • Understanding buyer types
  • Personality profiles
  • Developing relationships
  • How to G.R.O.W. key accounts
  • Selling & consultative selling
  • Forecasting an account growth
  • Negotiating outcomes
  • Ensuring profitability
  • Keeping the goodwill
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  • info@maguiretraining.co.uk