- Select
and prioritise key accounts
- Analyse
the decision making process
- Respond
to the needs of decision makers at different levels of management
- Analyse
power and the political map of an organisation
- 'Partner'
decision makers to make more effective sales
Course
Overview The
world of buying and selling is evolving rapidly and many suppliers may have been
slow to recognise what is happening with their customers. The trend is to select
fewer preferred suppliers and to build open, collaborative, strategic alliances
with them. This trend can mean growth and prosperity for those suppliers who can
respond appropriately. Investing resources in strategic alliances with carefully
chosen Key Accounts is a practical route to achieving corporate objectives in
terms of growth and profitability. The
effective and professional management of your key accounts is critical to your
success and that of your company. Managing key or major accounts and maximising
their potential requires a different set of skills to selling. This
programme aims to help you identify the strategies to successfully manage each
of your key accounts and maximise their value to your organisation. You will look
at the role and day-to-day tasks of highly effective account managers, examine
proven practice in the development of an account and learn how to develop long-term
and profitable relationships with your key / major accounts.
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