Key Account Management

Develop your company’s most important asset – it''s customers. Key accounts should provide your business with the highest share of sales revenue. This course will enable you to develop strategies and planning processes to enhance profitable results from your prized customer relationships. You will gain the skills to secure long term business with key accounts, foster customer loyalty and harness relationships that bring customers back for more.

Key Objectives

After attending this course delegates will understand:

• Determining what makes a key account
• Developing and managing relationships with customers
• Identifying what customers want from a professional Account Manager
• Implementing strategies for key account management
• Planning key account management
• Identifying your most profitable accounts

Course Outline

• Understanding customer needs and wants
• Determining customer expectations
• Effective use of inter-personal skills
• Taking best advantage of behavioural styles (both ourselves and our customers)
• Effective Account Management
• Porter's five forces and their application
• Value-added services to maximise sales
• Reading body language and non-verbal communication
• Legal use of data and staying within the law
• Enhanced listening and questioning skills

Key Benefits

• Maximised sales potential
• Repeat business opportunities
• Excellent customer relations
• Detailed market knowledge