Advance Key Account Management

Course Overview

The aim of this course is to present Advance Key Account Management issues and performance improvement elements to further develop relationships with clients. Participants will learn how to build and sustain enduring customer relationships by creating effective sales strategies, sell integrated solutions to clients to maximize revenue, and take a more strategic approach to key account management by drawing a framework to build on their knowledge and skills to enhance their account relationships, to deliver immediate results. Hence, this interactive training will give participants the necessary information required to create the kind of profitable growth in key accounts that every organization is aiming for, while emphasizing on excellent customer service as core focus. Participants will review case studies, develop sales and customer service plans, and analyze the impact these plans have on their performance.

Course Objectives

• Develop a strategic framework to define and select key accounts,
• Analyze performance data to gain better insights on buying practices of key accounts
• Understand how to grow and protect key accounts by understand key accounts from the buyer’s perspective
• Use information gathered to plan strategies to develop customer accounts and provide advice
• Develop enterprise-level relationships and foster those relationship for the greatest success
• Discuss the organisation’s unique business value and identify ways to clearly share this value to clients.
• Use consultative selling to accounts that enhances their credential.