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Training Course Summary:

Outline: The Account Mananger 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 clients purchasing and user teams (through communication links), together with the ability to understand the client's business and objectives, is no longer desirable, but 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:
How to gain entry into the organisation and implement your account strategy
How to build successful relationships within the organisation
How to manage multiple relationships
Negotiating by influence and integrity
When and how to say 'no' within the service cycle
Measuring and monitoring your service for success
Course Overview:
Your role as an Account Manager (assessing, goal-settin, benchmarking, bridging)
Understanding the buying cycle
Identifying the Decision Making Unit (DMU)
Identifying client expectations
Identifying and negotiating mutual goals implementation procedures
Implementation procedures
Managing change with your client
Communication and managing relationships
Influencing styles
Providing an effective customer support tree (CST)
Using MIS to monitor your service and supply