ProSkill Site Map   |   Contact Us   |   Security & Privacy Home Our Courses Totally Bespoke Training Inclusive Consultancy Inclusive Resources About Us Key Account - Relationship Management Booking this course If you would like to talk to us about running a Key Account course, please contact us: Tel:  + 44 (0)1789 734343 or email us at admin@proskill.co.uk Building relationships with key accounts to generate opportunities is more than just talking to everyone. To be effective and cost-effective requires a plan to be devised and implemented. This short course allows the key people involved to develop the plan. Overview Managing a key account is more than regular visits. We must generate further ‘opportunities.’ As people and needs change, regular suppliers are often deposed by new organisations. We must ensure continual development and understanding. This course allows participants to build the action plan required and use key concepts. Who Should Attend Anyone who is involved in managing key accounts including salespeople, account managers and sales managers. Even experienced account managers will find this course valuable for increasing skills and the effectiveness of account management. Duration 1 Day Key Account (Relationship Management) - Course Objectives Participants will learn: learn the factors in defining a worthwhile account and the stages in the plan develop a goal for their account (s) develop an action plan to acquire and maintain the information/data needed to develop the account develop an action plan to build the relationship develop an action plan to build the right image in the account develop an action plan to ‘develop’ propositions relevant to the account learn how to present ‘new’ propositions to the account Key Account (Relationship Management) - Outline The Plan Overview Is this account worthwhile? Account Relationship Model The Account Goal Account goal characteristics Developing the account goal Plan Stage 1 - Data Required The role of data/information in managing the account Sources of data/information Plan Stage 2 - Relationship Building Tactics A review of potential tactics The pros and cons of potential tactics Plan Stage 3 - Image Building Tactics A review of image building tactics Pros and cons of potential tactics Deciding the tactics to be adopted Plan Stage 4 - Proposition Development A review of key factors Building an action plan for new propositions Presenting New Propositions How to present ‘new’ propositions Where a need may not be perceived in the account How standard selling approaches need to be modified   © ProSkill 2003-07 For more information please contact us on + 44 (0)1789 734343 Totally Bespoke Training >> Our Courses >> Customer Care >> Management >> Personal Effectiveness >> Sales   Advanced Selling Skills   Behaviour Management (Sales)   Business Management (Sales)   Creative Selling Skills   Demonstration Skills   Difficult People & Situations   Displacement Selling   Key Account Relationship   Key Opportunity - Management   Key Opportunity- Review   Negotiation Skill Training   Sales Behaviour Versatility & Transactional Analysis   Sales Presentations   Selling Skills   Getting Agreement   Indirect Selling   Presenting Benefits   Proposition Development   Prospecting   Sales Awareness   Sales Proposals   Sales Call   Sales Call & Enquiry   Sales Questioning   Telephone Selling