Selling to Key Accounts

Course Duration: 3 Days

This course is for Key Account Managers, providing them with practical and innovative processes, forms and tools so that they can develop and implement plans, strategies and tactics to ensure reliable, profitable and on-going key account business.

World Class Training

There is a difference in selling to major accounts or key accounts than in selling to the rest of your account base. This course covers the need for key account management, the principles underlying key account management, identifying key accounts, evaluating opportunities for selling to key accounts, understanding personalities within key accounts, formulating the key account management strategy and developing a Strategic Key Account Development Plan.

Learning Outcomes

The prime outcome from this program is a Strategic Selling to Key Accounts Plan.
Your Key Account Managers will attend this program, with details regarding a specific Key Account, and leave with a plan to increase success within that account.

Who Will Benefit

Any member of your sales team whose responsibilities include handling key customers - Key Account Executives, National Account Managers, Field or National Sales Managers and Sales Directors.

Sample Topics

"I now put a greater value on my own time and find I am much more committed to finding out who the real decision maker is." - Nuplex

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