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Content
 | MARKET SEGMENTATION ANALYSIS | | THE KEY ACCOUNT MANAGEMENT PROCESS | | SELECTING KEY ACCOUNTS | | ORGANISATIONAL STRUCTURES | | CUSTOMER MANAGEMENT | | DEVELOPING CUSTOMER CENTRED
POLOCIES & PROCEDURES | | BUIDLING LONG-TERM RELATIONSHIPS
WITH CUSTOMERS | | CONDUCTING A S.W.O.T. ANALYSIS | | EVALUATING THE COMPETITION | | ACTION PLAN FOR THE FUTURE |
This course
is conducted on a group training basis only and is not available as a scheduled
course.
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MANAGING KEY ACCOUNTS
Duration 1 Day
(Conducted On Group Training Basis Only) |
Description
It is always prudent to safeguard what you have but it is absolutely crucial that what you've got is capable of producing budgeted growth targets. The focus of this course is on the implementation of strategies rather than 'selling' tactics. Key account management requires a more analytical approach where customer selection, acquisition, retention and growth are areas of prime concern. The multi-task aspect of account management includes a requirement to devise creative value options for customers and build long-term sustainable relationships with accounts designated 'key' in terms of their potential for future growth and profitability. This course will help reveal the information you need to make fact-based judgments on 'where' and 'how' that growth can be achieved.
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Who will benefit: |
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Key account managers, business development executives, sales managers, national account managers and marketing executives. It is preferable that those attending have a fundamental awareness of sales techniques. |
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