As your key accounts are your competitor’s prospects, you must pay particular attention to nurturing, growing and retaining these valuable relationships. This program offers insight into the key strategic and operational roles as well as the marketing principles that will enable participants to understand the importance of getting the strategy right and building profitable business relationships with key accounts. Participants will learn germane marketing, selling and relational skills needed today to grow and keep an Account on a going-concern.
This training will also allow delegates to build and develop their own marketing styles while identifying their unique personality, utilize outstanding customer service and project the organization’s brand which effectively provides the theoretical basis for solutions recommended to clients. Key accounts represent assets and ‘profit generators’ for every organization, hence the need to cautiously and strategically manage them.
Learning Outcomes
Participants will be able to:
- Develop & Maintain Corporate Accounts Professionally.
- Understand the concepts of Specialized Selling including Diagnostic & Consultative Selling.
- Appreciate and execute their roles as key account managers.
- Build and maintain the ladder of goodwill.
- Plan and implement account penetration strategies.
- Understand and plot the roles of each player in Client organizations.
- Research and evaluative skills are needed as requirements of a solution provider.
- Prepare and present winning proposals.
- Develop the dexterity required for excellent customer service and relationship management.
- Improve their Persuasion, Influencing, and Negotiation expertise
Course Module
- Account Development & Management Processes
- Challenges of Markets
- Negotiation, Influencing & Research Skills
- Culture of Learning & Selling through Client Knowledge
- Roles and Responsibilities of Key Account Managers
- Writing & Presenting Winning Proposals
- Achieving “Trusted Advisor” Status
- Implementation and Account Penetration Strategies
- Cautions of Key Account Management
- Key issues of pricing, sales and profits
- Handling Meetings & Clients’ Complaints
- Managing different types of challenging behavior
Who Should Attend
Graduate Trainees, Business Development Executives, Sales & Marketing Team Executives, Client Service Officers, and Relationship Officers.
Training Delivery Techniques
For learning to be more impactful and effective, we adopt a seamless combination of Lectures, Group Discussions, Case Studies, Individual/Group Exercises, Videos and Role Play. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and this will aid attendees to apply the knowledge gained both at work and personally.