The Whole Thing reserves the right to alter dates, content, venue and the trainer for each course with reasonable notice.

CERTIFICATION

This course is CPD Certified with each day equivalent to 6.5 hours of CPD

Key Account Management that Develops Lasting Business Relationships and Sustainable Profitable Results 

WHO SHOULD ATTEND? 

Sales executives, entrepreneurs and small business owners that want to learn (or relearn) and improve their key account management competency so that they can get the very best return from their selling effort in pursuit of their targets and the organization’s goals.  

COURSE DESCRIPTION 

Key account management if done well will help an organisation deliver sustainable profitable growth. Identifying those accounts that are most valuable from those that cost more than they able to bring back will allow you to differentiate your service and approach accordingly. Mastery of the key account management process is a vital for effective selling and individual and team contribution that drives business growth. 

Key Account Management is a proven and very practical approach to key account management that covers the basic elements of the key account management process. The program takes a holistic view of key account management and introduces the delegate to the fundamental knowledge, skills and attitude required to effectively and efficiently manage any sales territory for sustainable selling results.  

The program is well researched, knowledge-based and designed with the individual learner at the centre of the learning process which means that the course is extremely interactive and practical. 

COURSE OBJECTIVES 

By the end of this course delegates will be able to: 

• Determine key account management 
• Determine strategic selling and the concepts of marketing and sales 
• Identify a key account management strategy for all your significant customers 

• Identify how to build lasting relationship with different personalities  
• Develop effective verbal and non-verbal communication for better proposals 
• Practice key knowledge, tools and techniques before returning to work 
• Produce drive to self-develop in key account management  
• Produce positive impact on the overall performance of each delegate and the organization  

COURSE CONTENT 

DAY 1 • KEY ACCOUNT FUNDAMENTALS  

• Relevance and Importance of Account Management
• Exploring Your Account Management Strengths
• Adopting Successful KAM Practice (Benchmarking)
• Stakeholders, Roles and Relationships in Account Management

DAY 2 • KEY ACCOUNT MANAGEMENT IN ACTION 

• Managing Time and Priorities
• Effective Communication (Assertiveness and Messaging)
• Negotiations in Key Account Management
• Monitoring Key Account Performance (Giving/receiving feedback)

Key Learning Review 

• Group discussion and professional feedback to consolidate key learning. Delegates will leave the day with a list of development activities to improve their key account management competency back at work. 

IN ADVANCE 

Each delegate will be asked to complete a pre-course questionnaire to determine their individual learning objectives. These will be used by the trainer to give on track training that is focused on the individual learner attending. 

ON-TRACK FOR GROWTH 

The individual leaves this program with a Personal Action Plan to encourage immediate transfer of training to the job.  

REGISTER FOR THIS COURSE 

To register for this course please review the grey box above. If no public course is listed or the location and dates shown don’t suit you then please request a proposal for this course either as a public training course or if you have 6 delegates or more as an in-company training course by clicking on Request a Proposal.