Key Account Management

Who Should Attend

This workshop is suitable for all sales professionals, account managers, and account directors.

Benefits

This workshop will equip you with the know-how to build long-term relationships at all levels within clients’ organisations.  You will gain negotiation skills to persuade and influence and grow existing accounts and networking skills to grow your existing client base.

Learning Outcomes

• Practical exercises to determine the need
• Assess, set goals, benchmark, bridge
• Researching and analysing competitors
• Identify the decision-making unit (DMU)
• Engage with the buyer’s point of view
• Know client expectations to negotiate mutual goals
• Work with your client to manage change
• Learn different styles of persuasion and influence
• Best practice in database and report management