Key Account Management (Sales Training) @ CMI - The Communications and Management Institute


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Sales Training

6. Key Account Management


Content

		Course Aims & Objectives
		Course Overview
	1.	Stages of development of an
		account to key account status
	2.	Learn to develop long-term
		relationships
	3.	Plan and develop relationships
	4.	Time Management
	5.	Understand individual account
		behavior and motivation
	6.	Event & Conference Management
	7.	Introducing new products
		....more

About the Course

In many businesses a large proportion of sales

revenue comes from a few key customers. As

you develop and help grow an account so your

workload and sales revenue increases.

In this course you will learn how to identify the

development of key accounts and assess their

potential value in terms of sales and revenue.

Key Account handling requires a special kind of

attention and skill that is different to the skills

required of field and telephone sales executives.

Key Account Managers as opposed to sales

executive require a higher level of managerial

ability and are expected to exhibit leadership, effectively co-ordinate resources,

design and implement account strategies, which is similar to what is expected of a

Sales Manager.

Course Aims & Objectives

The aim of this course is to help you build on your key account skills so that you can

achieve ongoing, long and more profitable key account relationships. You will learn

how to devise different relationship strategies for different key accounts. A clear focus

on managing the relationship will be explored. Ways to lower costs by introducing

better and more efficient ways to handle key accounts will be examined and applied to

your own situation. The key aim of the course is to develop your key account skills so

that you enjoy greater job satisfaction and increased rewards.

Key Account Management - Course Overview

Stages of development of an account to key account status
Learn to develop long-term relationships
Plan and develop relationships with key people
Adapt your own selling style to develop the account
Understand individual account behavior and motivation
Time Management and prioritising workloads
Leadership and delegation of tasks
Maintain key records and account information
Motivating people associated with servicing the account
Identify and capitalise on selling opportunities
Monitoring competitive development affecting the key account
Reviewing and monitoring account status
Introducing new products and services in a professional way
Event & Conference Management
Implementing High level presentations to key accounts
Establishing clear lines of communication between company units
and the key account.
Set up a review process to strengthen key relationships

Methodology
After a process of group discussions, problem analysis, case studies, role-play, each participant receives a course certificate.

Duration and Cost
The Key Account Management training course can be run on a one-to one or public course basis and costs 750 Euro (one to one) or 650 euro (public course).

Scheduled Dates 2007/2008
Aug, Sept, Oct, Nov, Dec 07.
Jan, March, April 08.


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