PCS: Managing Key Accounts

Scheduled Training Courses

 01/06/2012  02/07/2012  02/08/2012  03/09/2012  02/10/2012  02/11/2012  03/12/2012

This Training course can also be run on request as a One to One or a Classroom Booking.

Overview

Managing Key Accounts

Course Introduction
This is one day training workshop will examine the qualities needed to “Manage Key Accounts”. The “hands-on” approach will concentrate on the relationship between the accounts holder customers, whilst looking at outside issues that could influence that relationship.

Who Should Attend Managing Key Accounts Training?
Experienced sales people, managers and consultants who have the responsibility of developing a portfolio of high value key account clients.

Benefits From Attending The Training

• Identify how managing key accounts differs from other sales activities
• Establish and qualify main decision makers
• Identify the actions, which must be undertaken to develop both existing and potential key accounts

• Regular Customer Service Calls
• Building a Relationship
• Pressure Point Matrix and the Decision Makers
• Internal Customers
• Destroying the “Them and Us”
• After-Sales Service
• Handling Complaints and Problems
• Customer Care Strategy
• Exceeding Customer Expectations
• Monitoring the Account
• Developing the Account

• Face To Face Sales | Duration: 1 day | Code: SSS01
• Introduction To Negotiation Skills | Duration: 1 day | Code: SSS03
• Introduction To Publicity And Marketing |Duration: 1 day | Code: SSS02