Account management course

Courses > Business Skills Courses > Key Account Management - Maximise Opportunity

Target Audience:
Sales professionals who would benefit from applying step by step strategies for generating increased revenue from existing customers. Survival in today’s market place does not depend on price alone. Learn how to differentiate yourself and your products and services, maximising sales opportunities by increasing customer account penetration.

Objectives:
By the end of the course participants will have explored techniques for influencing prospects in order to win and retain business and will have investigated how to:
Increase sales volumes and Key Account business. Encourage key decision makers to make their decisions Develop strategies for managing “difficult” and “demanding” client behaviour Engage and compel key customers to buy


	Duration:	2 Days
	Cost:	£450 + VAT

	Course Date	Location
	20/02/2012	Liverpool
	04/04/2012	Bradford
	12/06/2012	Liverpool
	28/08/2012	Bradford
	22/10/2012	Liverpool
	10/12/2012	Bradford

Module One - The Customer Management Mix

What is account Management?
What Makes an Effective Account Manager?
Overview of the Account Management Cycle

Module Two - Managing the Customer Relationship

Making Positive First Impressions
Barriers to Effective Communication
Techniques for Building Rapport
Effective Questioning Techniques
The Information Funnel
Active Listening
Non-verbal Communication

Module Three - Account Management

Understanding the Decision Making Unit
Account Plans & Contact Strategies
Account Penetration
Identifying Opportunities
4 Styles of Customer Behaviour
Influencing Customer Behaviour
Matching the Solutions to the Needs
Maintaining Customer Records

Module Four - Business Development

Developing Repeat & Future Business
Successful Account Networking
Other Referral Methods