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Excellent Account Management
Who is this course for?
Sales professionals already on a committed path of continuous improvement, those looking to refresh their understanding and desire to be successful or those wishing to enter a sales related role.
BenefitsBy the end of the course you will be able to:
- Identify top accounts
- Use a proven account planning process
- Develop and maintain multiple relationships
- Apply strategic business goals
- Assess barriers to success, account and individual perspective
- Be in step with business objectives to ensure optimum performance
- Ongoing appraisal of customer needs to ensure smooth account management
Understand your current situation
Define your current role
Apply a SWOT analysis to accounts
In team and customer politics
Review of competitive market activity
Decision makers & processes
Setting strategic business objectives
Understand customer's ROI (return on investment) expectations
Appreciate the importance of setting personal and business objectives
Prioritise which account contacts to review
Managing relationships with effective communication and building rapport
Barriers to success
Influencing & negotiating
Fact finding and questioning
Key course takeaways and agreed next steps
Setting clear objectives with commitment to review and improve
Five point account review plan of action
Prices & Dates
What you get
Training is held in our modern, comfortable, air-conditioned suites
"What do I get on the day?"
Lunch is provided at a local restaurant or pub. Browse the sample menus:
Breaks and timing
Courses start at 9:30am.
Please aim to be with us for 9:15am.
Joining information (how to get to our venues)
Available throughout the day:
- Hot beverages
- Clean, filtered water