Duration: 2 day(s)
Outline: The Account Manager not only has to manage the sale, but the strategy to optimise client spend and loyalty. As the relationship between provider and client evolves, the expectations of service and product supply continue to increase. The need to develop long-term relationships at all levels with the client's purchasing and user teams, through communication, together with the ability to understand the client's business and objectives, is no longer desirable, but is now essential. This course examines all these issues, and looks at the implementation of account management strategy, delivery and measurement.
Who should attend? New managers who want to learn more about how to manage and develop their chosen/target accounts. This course is also for existing sales people involved in Key Accounts who want to step back from their daily workload and explore different approaches or examine their accounts against a different set of objectives or criteria
Course Objectives:
o How to gain entry into the organisation and implement your account strategy
o How to build successful relationships within the organisation
o How to manage multiple relationships
o Negotiating by influence and integrity
o How to network and grow an existing client base
o Measuring and monitoring your service for success
Course Overview:
o Your role as an Account Manager - assessing, goal-setting, benchmarking, bridging
o What makes the top Account Manager successful
o How to engage with the buyer's point of view
o Researching and analysing your competitors
o When to run and manage campaigns
o Understanding the buying cycle
o Identifying the Decision Making Unit (DMU)
o Identifying client expectations
o Identifying and negotiating mutual goals implementation procedures
o Implementation procedures
o Managing change with your client
o Communication and managing relationships
o Influencing styles
o Database and report management
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