Gain an in depth understanding of the complexities that exist within the servicing requirements of customers designated as Key Accounts, and use the strategic and tactical tools and processes to achieve the customer – supplier relationship required. Key Account Managers are responsible for an organization’s major, national and international accounts. Many are moving their customers from supplier relationships into preferred sale or partnership status.

Who should attend:

Key account managers, experienced salespeople, sales managers.

What to expect: Participants will:

• Develop key deliverables between both organizations
• Use planning and process tools to set objectives, and develop strategies, and tactics to achieve them
• Deal with various decision-makers and influencers at all levels of both organizations
• Proactively research and develop relationship opportunities
• Manage the process of change for their customers

Immediate benefits:

• Key accounts are strategically managed
• Relationships are strengthened and enhanced
• Decision-makers and influencers are positive supporters of all initiatives
• Change implementation is planned and managed

Course format:

2-day workshop

Course tools:

Participants receive a comprehensive Learning Guide and a Key Account Profile planner.

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Detailed Description of Key Account Management