Key Account Management

Key Account Management

Sell just once …. And NEVER lose your client!

Key accounts are your most important clients and are the ones at most risk of attack from your competition. They are major customers that contribute most in sales, though not necessarily profits.

There is a dire need to recognize that the competencies required to manage key accounts are different from conventional accounts. Therefore managing and developing key accounts is an essential skill if we want to stay ahead of the competition

Management of your key accounts cannot be left to chance; the potential consequences could be disastrous.

In this highly intensive training you will gain an in-depth understanding of the complexities of servicing, learn strategic and tactical skills and processes to effectively identify and anticipate their requirements, become skilled at strategically influencing decision-makers, and ultimately evolving a customer-supplier relationship into a preferred sales or partnerships. This learning will make you competent not only to protect existing clients from competitive attack but more significantly to build sustainable relationships resulting customer retention, improved sales and increasing margins.

Learning Methodology:
This is not a traditional lecture based workshop, rather a highly interactive activity based 'learning by doing' session through:
– PowerPoint Presentation & Facilitator Feed Back
– Group Activity & Role Playing
– Games (Real life simulation)
– Brainstorming

How participants will benefit:
After successful completion of the daylong session, the participants should be able to:

> Increase ability and confidence in managing strategic accounts
> Enhance skills in interfacing more effectively with key customers
> Have deeper understanding of your customer and better long term relationships
> Apply our best practice planning template during the course to a key account
> Gain a deep understanding of the total process of key account management
> Learn to focus their time and attention appropriately in the development of key accounts.
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