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KEY ACCOUNTS MANAGEMENT
KEY ACCOUNTS MANAGEMENT
Standard Duration
Who should attend?
Sales Personnel
2 Days
Conceptial key account management program is to grow and strengthen existing customer relationships. It challenges participants how to protect their customers from the competition in an ever-changing market environment and practically apply these techniques to individual business accounts.
Key Deliverables
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Understand how companies behave in a changing market place, and how this affects account development
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Identify target clients to Grow, Protect, Retain & Relegate using account development success indicators
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Identify decision making chain and unit and different strategies for each level
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Understand which specific tactics to deploy with stakeholders for account health and development
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Develop a 1 page ‘ACT account plan’ strategy
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Create 6 month SMART objectives for a client of your choice or through a simulated activity
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Conduct and provide feedback on an account review simulation
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