Managing and Growing Key Accounts

Managing and Growing Key Accounts

Suitable for salespeople who have the responsibility of bringing in and managing the larger accounts integral to the success of the company

Objectives:
Delegtes wil be shown what constitutes a Key Account and know how to draw up a strategy both to maintain and build existing and gain new key accounts

Content covers :
• The significance of key accounts
• Definition of a key account
• What is expected from the role
         - customer and your company
• Drawing up a Customer profile
• Getting 'in the customers' shoes'
• SWOT Analysis
• Business planning
• Managing relationships
• Networking within the account
• Presenting your strategy

Programmes can be tailor-made to your specific requirements.