Key Account Management
Overview
As a Key Account Manager, you need to build long-term relationships with your clients. This course will help you to stand back and work out a successful strategy.
Who should attend
Key Account managers or managers in charge of big size customers or companies.
Course objectives
By the end of this two-day course, you will be able to:
- Understand the specificities of Key Accounts
- Improve your efficiency dealing with them
- Build a strategy for success
Course content
Introduction
- Initiative and being proactive
- Relationship selling vs. Product selling
- Creating and maintaining long term partnership
- Planning and preparation
Aligning to your Customer
- Identifying tactics to move the client to the next stage
- The importance of the follow-up
- Planning - 3, 6 and 12 month
- Getting referrals and working from them
Working with the Decision Makers
- Tactical Probing
- Key players
- Assessing strengths and weaknesses of sellers and buyers
- Building relationship - both internal and externally
Advanced Strategies
- Position and Personal Power
- Creative Thinking
- Critical Success Factors
- Partnering for success
Duration
Two day workshop
$965.00 +GST per person
Training Delivery Options
- Single public program booking (two day workshop)
- Price for in-house program available on request
- One on one or small group corporate coaching available
Please contact Katrena Friel at BSI Learning on 02 9993 0703 to discuss your program needs.