People who are involved in relationship sales in complex sales procedures where success depends on the knowledge Key Account Managers have of the customer’s organisation and business structure.

Yield

You will be trained in a systematic method for handling your key accounts and potential accounts. This will include becoming better at making customer plans, customer analyses and identifying formal and informal decision makers. You will also refine your individual skills in sales to your key accounts.

Method

The course focuses heavily on involvement from participants, and there is an interesting mix of theory presentations from the instructor, exchange of experiences, cases and exercises. The course is supported by a comprehensive compendium, which is used both during and after the course.

Content

Introduction to Key Account Development
Definition of 'key account' in your company?
Understand your Key Accounts´ possibilities and limitations
Classic sales and development of key accounts
Your profile as Key Account Manager
Know the customers buying motives, needs, problems and expectations
F.I.N.D. - your Key Account strategic tool
S.W.O.T. - as Key Account Model
How to differentiate yourself in relation to your competitors
Key Account prognosis tools
Identification of decision-makers and decision patterns
How to build good personal relationships in the customers organisation
Your behaviour towards the professional buyer
Personal action plan

Form

The course is held as a 3 day non-residential course. Tuition takes places at the following times:

1. Day 1 from 09:00 to 16:30
2. Day 2 from 09:00 to 16:30
3. Day 3 from 09:00 to 15:00

All prices are excl. vat

Courses

Compound courses sales