Key Account Sales Process – Each account corresponds to a client
Have you ever imagined what’s the difference between account management and sales?
The difference is primarily determined by the type of customer. Usually the term account is used for a group of customers, national or international organizations wherein offices implement decisions that are elected centrally.
There are many people involved in this process – buyers, users, production managers, members of the Board of Directors, and various other internal and external influencers. It isn’t an easy task to provide buying support to such a huge team. Thus, the only chance of success is to use a highly systematic and streamlined approach backed by commitment and dedication. The Account Management training course gives you fresh perspective, helps you expand your skills and abilities, and gives you a head start over your competitors.
TARGET GROUP
Account managers and industrial salespersons who look into maintaining and acquiring national or international customers or group of customers can highly benefit from this particular training.
TOPICS
- Why and how is account management different from sales?
- Who is the target audience for account management plan?
- Conversation structuring
- What should be included in a perfect account management plan?
- Presenting account management plan internally and externally
- Working with 5X4 account management plan
- Learning effects of stepping up accounts
- Understanding duties and responsibilities of an account manager
- Implementing SWOT analysis to real-world situations
- Effectively responding to internal customers for a specific account
- Working with indicators while taking stock
- Handling complaints as an account manager
- Successful negotiation of annual contracts
- Best way for an account manager to distribute his/her time
- Engaging with the right target audience
- Learn about the indicators for each account budget
- Building long term relations with clients based on trust and loyalty
- Exploit chances of success when implementing an account plan
Approach
This is a highly targeted and interactive training module. It consists of continuous sequences of information, discussions, and practical exercises. Participants will get HD video recording at the end of the session for future reference.
Duration
The training happens in two stages during the span of two days. During the intervening period participants prepare for a 5X4 account management plan for any existing account.
Training Objectives
After this intense training, participants would be able to:
- Organize and put into action an account management plan
- Adapt a balanced working methodology to simplify non-rational decision making process of your accounts
- Learn to lead internal and external account discussions