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