Key Account Management

Many organisations lack an understanding of the critical need for effective account management and there is therefore an absence of a consistent and systematic application of any process of account management. Effective, high performing organisations, on the other hand, have account management at the heart of the sales process, and therefore, achieve the most effective results.

This programme looks at the fundamental concepts of account management success. We look at how to build more profitable accounts through a structured approach to account development.

Objectives

• Manage your business relationships with accounts to an optimum level
• Build more mutually profitable and sustainable relationships
• Identify where to focus your resources and efforts to get the best return for both businesses
• Develop a creative, structured and value generating strategic account plan
• Exploring and identifying opportunities in your product portfolio
• Terms, Conditions and Service Level Agreements

Target Audience

This course is designed for those recently appointed to an account management position. These are the individuals who see the customer more often and are pushed frequently to provide more.

Duration

2 days