key account management

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Key Account Management

"Be prepared to make multiple calls, on multiple decision-makers to make major sales. There are no short cuts."

More and more organizations are recognizing that relatively few accounts provide the bulk of their revenue and profit. The world's largest companies now highlight this fact in their annual reports. Why? Because they know that keeping these key accounts satisfied is the best way to ensure their own future success.

Succeeding with your key accounts is vital for large, established companies and smaller, growing businesses. The role of Key Account Management is pivotal in this success and this workshop will provide participants with the necessary skills to fulfill this role.

Program Objectives:

This key account management program utilizes “real-life selling situations role-plays” to train salespeople on how to sell complex, enterprise solutions, which require a high degree of selling skills — coupled with analysis, planning and leadership skills. This will be achieved through covering the following:

Complex buying /selling cycle: An overview of the Major account buying and selling cycles and the different tactics used during the cycle.
Emotional bank account: How to develop a long-term relationship with customers, it’s value and importance.
Decision guidelines: The module explains the optimum conditions in which the selling effort takes place with relation to the buyer guidelines and objectives.
Decision levels: It deals with the different roles of decision-makers and how to recognize and engage each of them.
Closing: demonstrates to the trainees how to gain the highest realistic level of commitment for the existing situation.
Handling customer concerns: This module uses a process that sets sales people apart as consultants. It explains how to turn objection into opportunities through resolving their customer concerns and objections.
Account Maintenance: It focuses on building the sales people’s competence to maintain and develop business in their accounts.

Recommended Participants:

This program would be highly beneficial for: Key Account Managers, Sales Managers, Business Development Managers, Marketing Managers and any professional with significant relationships with key customers.

Duration: 3 Days.

Click here to register.

Tailored Courses Every open course can be tailored to the exact needs of your organization and run as an in-company training program.

"Extra-run" Courses The date of the course you are interested in already passed?

Fill out the Extra-Run Courses Form and send it to IMI and we will carry out an extra-run of the course as soon as a minimum number of participants request this course.

If you have any inquiries, please click here.