UK Based Global Training Provider - Bespoke In-House Training in the UK, Europe & Worldwide

Established 1976 - Over 40 Years in Business

Tel: 01992 633882

Account Management Training: Key Account Management

Use strategy, influence and communication to sell to, grow and retain your key accounts


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.

Role-plays and exercises are used throughout to enable delegates to practice their new skills.


Course Content
  • Define your role as an Account Manager
  • Identify, select and prioritise key accounts
  • Analyse the competition
  • Set Account objectives and strategy
  • Analyse the decision making process
  • Develop an Account Plan/Strategy
  • Identify cross or up-selling opportunities
  • Add Value
  • Adapt your style
  • 'Partner' decision makers to make more effective sales long-term



"I have thoroughly enjoyed the course and found it very relevant to my job role. Angie was very knowledgeable and kept us interested and made the training fun."

"I found the subject interesting and the trainers excellent. I can't remember the last time I got so much out of a course as I have this one."


Further Courses to Consider


Who would benefit from this course

  • Anyone with responsibility for managing key accounts
  • Sales people who are required to plan and execute complex account sales


Course Duration

This workshop is run in-house over 1 or 2 days, subject to the number of delegates and depth of course content agreed. We can also take a detailed brief of your needs and develop a programme to meet your specific objectives.

All our In-Company training programmes offer a flexible approach and can be tailored to incorporate your Company's terminology, culture and products using roleplays, case studies and exercises designed to reflect your business and training needs.

All course materials are supplied.



To be run in-house either at your premises or venue of your choice.
Click here for details of a Free Venue Finding Service.


For further details please contact us by
email or call us on 01992 633882.

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Tel: +44 (0) 1992 633882

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