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Key Account Development
Advancing Sales Success through Major Account Growth
Face to face / Virtual public schedule & onsite training. Restaurant lunch included at STL venues.
From £495 List price £650
- 1 day Instructor-led workshop
- Courses never cancelled
- Restaurant lunch
Syllabus
Who is this course for?
This course is crucial for any sales professional aiming to expand a significant account. It’s designed for those who are keen to understand the dynamics of their client’s organisation, evaluate the political landscape, and strategically allocate their sales efforts.
![Key Account Development Key Account Development](https://www.stl-training.co.uk/asset/image/course/box/427.jpg)
Benefits
Participants will gain the ability to identify key decision-makers within the organisation, understand their motivations, and develop strategies tailored to their major accounts.This course will enhance your ability to grow existing accounts by making new contacts across different departments and sites, giving you the skills to sell both upwards and across the organisation.
Course Syllabus
Introduction and Course Objectives
Understanding the importance of major account management
Setting personal objectives for the course
Identifying the Decision Makers
Defining the five types of decision-makers
Understanding what motivates them to influence the buying decision
Discovering the Influencers and the Key Decision Maker
Techniques for identifying influencers within the organisation
Strategies for finding and connecting with the key decision maker
Understanding Why You Win and Lose Business
Analysing past successes and failures
Developing strategies to win more business and avoid losses
Developing Sales Opportunities
Exploring strategies for developing existing accounts
Techniques for making new contacts in different departments/sites
Learning how to sell up as well as across
Knowing Your Key Influencer’s View on the Competition
Understanding the competition from the perspective of your key influencer
Developing strategies to stay ahead of the competition
Advanced Sales Strategies for Major Accounts
Exploring advanced strategies for growing major accounts
Understanding the importance of long-term relationship building
Summary and Action Plans
Reviewing the key learnings from the course
Developing a personalised action plan for implementing the strategies learned
Prices & Dates
What you get
"What do I get on the day?"
Arguably, the most experienced and highest motivated trainers.
Face-to-face training
![lunch](https://www.stl-training.co.uk/asset/image/syllabus/wyg/banner/lunch.png)
Training is held in our modern, comfortable, air-conditioned suites.
Lunch, breaks and timing
A hot lunch is provided at local restaurants near our venues:
- Bloomsbury
- Limehouse
Courses start at 9:30am.
Please aim to be with us for 9:15am.
Browse the sample menus and view joining information (how to get to our venues).
Refreshments
Available throughout the day:
- Hot beverages
- Clean, filtered water
- Biscuits
Virtual training
![virtual training](https://www.stl-training.co.uk/asset/image/syllabus/wyg/banner/virtual-training-1.png)
Regular breaks throughout the day.
Learning tools
![in-course handbook](https://www.stl-training.co.uk/asset/image/syllabus/wyg/banner/in-course-handbook.png)
In-course handbook
Contains unit objectives, exercises and space to write notes
24 months access to trainers
Your questions answered on our support forum.
Training formats & Services
Training Formats & Services
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