Course Details
Key Account Management
3 Oct 2013
Professional Development
Customer Service
EMA Learning
EMA - Auckland
EMA
159 Khyber Pass Road,
1023 Grafton,
Auckland
Two Days
Two full consecutive days
Two full consecutive days
$1,600.00
Member (Standard) $800.00 + GST
Member (Standard) $800.00 + GST
You will learn how to strategise, target and plan your business approach before making the first call. The steps and tactics to use to develop the prospective relationships and the way to secure substantial business and manage the account against well drilled and skilled competitors. This course covers both the fundamentals and key aspects of account management.
What you will be able to do
•Explore the differences and similarities between key account management and sales
•Develop a vision and SMART objectives for the key account
•List and rank decision-makers, influencers and supporters in the account
•Develop and document strategies and actions for each customer according to where they are in the buying cycle and existing sales data
•Demonstrate how to assess call progress and success in long term sales strategies
•Show how to maximise and incorporate selling skills into key account philosophy
•Develop techniques to productively manage and grow the key accounts for a long-term win/win relationship
•Document how the product strategy will be implemented in the accounts
•Lead participants through analysis of the buying cycle, enabling them to understand the customer’s decision process, knowing when to sell and when to negotiate.
•Understand how to add value to key accounts for win/win relationships, rather than automatically discount
What we will cover
•What is account management
•Buying & decision making cycles
•How to sell in accounts
•How to set a vision, objectives and develop strategies
•How to implement actions
•Adding value to customers
•Account penetration
•How to write a complete key account plan
What you will be able to do
•Explore the differences and similarities between key account management and sales
•Develop a vision and SMART objectives for the key account
•List and rank decision-makers, influencers and supporters in the account
•Develop and document strategies and actions for each customer according to where they are in the buying cycle and existing sales data
•Demonstrate how to assess call progress and success in long term sales strategies
•Show how to maximise and incorporate selling skills into key account philosophy
•Develop techniques to productively manage and grow the key accounts for a long-term win/win relationship
•Document how the product strategy will be implemented in the accounts
•Lead participants through analysis of the buying cycle, enabling them to understand the customer’s decision process, knowing when to sell and when to negotiate.
•Understand how to add value to key accounts for win/win relationships, rather than automatically discount
What we will cover
•What is account management
•Buying & decision making cycles
•How to sell in accounts
•How to set a vision, objectives and develop strategies
•How to implement actions
•Adding value to customers
•Account penetration
•How to write a complete key account plan
An EMA Learning tutor