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Course Category: Sales Training

Managing Key Accounts Training Course

Who Would Benefit

All salespeople 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 salesperson’s development. Successful key account management requires certain skills to 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
  • Training Course Category: Sales
  • Training Course Duration: 2 days
  • Training Course Location: Virtual, online or classroom-based
Learning Outcomes

At the end of this training course 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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