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with Quality Training and
Business Support
Practical advice and training, designed to help Gloucestershire businesses to grow, develop and prosper.
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Providing your organisation
Training Courses
Key Account Management
Who should attend?
Through building highly effective and special relationships with key customers, companies will substantially improve their prospects of long-term sales revenue and profits. This course is about the essential knowledge and skills needed to maintain customer loyalty and a continuous flow of repeat business - despite what competitors could be doing to win that business from you. It applies to anyone who has, or is considering, an account management or critical sales role, or who may perform this function as an owner, manager or director.
Why should you attend?
Based on the principle that 80% of a company's revenues are most likely to come from just 20% of its clients, Key Account Management focuses on those that are considered to be most important to the long term success of the business. As well as a sound knowledge of a client's operation and organisational dynamics, Key Account Managers also need to understand the business environment and the strategic thinking behind likely future decisions and the needs and attitudes of those who will make them.
Course Outline
The course covers all the elements of a proactive account management role, specific situations encountered and the criteria for success.
- What defines key accounts as special and different
- The skills needed to manage key accounts effectively
- The knowledge needed to ensure a sustained competitive advantage
- Building permanent value into the relationship
- The factors to make you a "partner" and not merely a supplier
- The importance of "chameleon behaviour"
- Internal resource allocation, teamwork, budgets and accountabilities
- Multi-level contact strategies
- Account development plans
- Effective problem solving and relationship management
- Key performance indicators (including profitability)
- Sales psychology and buying behaviour
Presenter
Neilson Kite
Availability
6th December 2012 (9:30 AM - 4:30 PM) @ Twigworth Court Business Centre
Cost
Course: £160.00 +VAT
Contact
0845 8389964
training@glosenterprise.co.uk
Booking
TopMeet the Trainer
Neilson Kite
Neilson Kite helps many companies and individuals realise the full potential from their sales, marketing and business strategy development. This is achieved through training courses, coaching, mentoring and the facilitation of lively group sessions for sales, marketing and management teams, particularly in the powerful skills of consultative selling and key account management. As a previous sales and marketing director in both large corporations and SMEs, he has the practical experience of what works and what doesn’t – with the scars to prove it. His training courses provide serious learning experiences but are also fun.