Key Account Management

Course Overview

An ideal course if you are an Account Manager looking to acquire the knowledge to enhance the profitability from the accounts you manage. This course will give you the skills to build long-lasting relationships with clients to ensure client retention, repeat business and are open to cross and up-selling opportunities.

This course is also an ISMM endorsed qualification and by taking a short multiple choice assessment back at work you can receive the “Key Account Professional” certificate from the ISMM. ISMM endorsement is the industry recognised benchmark for high quality sales training programmes. Supported by their quality assurance system, endorsement confirms that our training programme is professionally designed and delivered to exacting standards.

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What Will You Gain From The Course?

  • Learn the difference between conventional and relationship selling
  • Learn how to move from supplier to trusted advisor and partner status with your clients
  • Learn techniques and skills to build long-term relationships 
  • Learn how to use a consultative selling approach
  • Learn the importance of running account review meetings with your clients
  • Learn to organise objectives for every account that you manage
  • Learn how to assess the potential of each account under your control
  • Learn how to initiate a communications and relationship plan for each account
  • Learn how to create a revenue generation plan for each of your clients
  • Learn how to devise a multi-level influencing strategy for other areas of your clients’ business

 

Download a Booking form

Download the course outline

 

Course Agenda

Introduction & Objectives Key Account Management – What Does It Take To Succeed? What’s the definition of a key account within your business? What’s your role as a key account manager? The skills, knowledge and behaviours you need to be successful Account Analysis & Prioritising – Who & What Comes First? Maximising business opportunities – how to research, gather intelligence and analyse your clients for revenue potential Investment versus return – work out who to spend your time on and what the pay off is SWOT analysis on your client accounts – strengths, weaknesses, opportunities and threats Planning Your Key Account Strategy Creating your hit list based on account potential How to develop a key account over the long-term Setting goals for each key account – short, medium & long term Creating an account “touch point” strategy – face to face, telephone, email, social media Managing The Relationship Account mapping – how to create the structure of each account – decision makers, influencers etc How to structure and run an account review meeting Influencing multi-level contacts of an account From Supplier To Partner Understanding the transition from supplier to partner status The Trusted Advisor – how to add value over and above what you sell Managing the “in-between time” – how to stay in contact without bugging your clients Close & Actions

Locations

Click on the images below to download more information about our training venues, including directions to these locations:

           

 

Download a Booking form

Download the course outline

 

Start/Finish Times

Start:     9.00 Finish:  16.30 – 17.00 Course Fee:

The Key Account Management Course is a formally endorsed qualification by the ISMM. This means that after completing the 2-day course, you can take a short, multiple choice online assessment back at work in order to be awarded with a formally endorsed Key Account Professional Certificate for just a further £29 + VAT. Course fees without ISMM endorsed qualification – £295 + vat Course fees with ISMM endorsed qualification – £324 + vat

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Booking Information & Questions

CALL US 0800 035 9191 EMAIL US admin@salestraining.co.uk BOOKING FORM Download our booking form, complete it and email it back to us to reserve your place on the course. We will then send you a confirmation letter, invoice and joining instructions. Alternatively you can pay by credit card. Please complete our online form at the bottom of this page.

Download a Booking form

Download the course outline

 

On-Going Support After The Workshop

After we have delivered your programme we do not just shake hands and take your money. We like to offer you some on-going support. Included within the cost are 3 unique support options that are available to you.

6 Months Of Unlimited Email & Telephone Support During the programme and for 6 months thereafter you can email or call your programme leader as many times as you like for help and guidance. You might be implementing a technique and have a question to ask about it or you might have some difficult sales meetings coming up – no matter what the situation your course leader is on hand to help you. After all, we appreciate that the learning event is just the start of the process!   Online Audio Seminars We will also give you access to 6 x 25 minute audio sales seminars that you can listen to at your desktop through the internet or download as an MP3. Each audio seminar has a short and snappy sales technique that will get you thinking about what you are doing and how you are doing it.   Weekly Sales Tips Newsletter You can also have the option to sign up to our weekly “Sales Tip” newsletter that will be delivered to your inbox. Each “Sales Tip” will cover topics such as:

  • Effective communications sells
  • Closing skills
  • Up-selling and cross-selling
  • Self-confidence
  • Buying signals
  • Questioning skills
  • Listening skills

Booking Information & Questions

CALL US 0800 035 9191 EMAIL US admin@salestraining.co.uk BOOKING FORM Download our booking form, complete it and email it back to us to reserve your place on the course. We will then send you a confirmation letter, invoice and joining instructions. Alternatively you can pay by credit card. Please complete our online form at the bottom of this page.

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