KEY ACCOUNT MANAGEMENT

This course has the main aim of developing a strategy and the ensuing tactics that will help the salesperson to position themselves to their customer so as to satisfy personal and organisational needs and ultimately own the account.

It is a practical course that helps the salesperson to take control in today's competitive environment, to become competitive ready and to create demand rather than just service demand.

We introduce different dimensions and criteria, which are then, developed to help formulate a strategy on a known key account, and ways in which this strategy will be implemented.

Market Research and Analysis

Before a strategy can be set for a specific account it is essential that the salesperson understands their position and current situation in relation to the market as a whole.

Account Selection

Develop an objective approach to identify and select key accounts by determining the right criteria and constructing a template of this know criteria over the unknown.

Positioning

By formulating a realistic positioning statement it will ensure that the ensuing strategy will focus primarily on the needs of the customer whilst distinguishing oneself from the competition.

Controlling Competition

Selling into key accounts requires a strategy that will prepare salespeople to engage the competition and prevent them from winning. Each strategy must advance a vision of what it will take to control the competition.

Goals and Key Events

To succeed in any sales endeavour the salesperson must have a clear direction and aiming point. The aim might be to own the account, but this will be achieved only once the goals have been accomplished. The goals will be accomplished through key events, which in turn will be determined by the activities and sales tactics.

Our course will…

• Increase your sales
• Enable you to up sell where appropriate
• Improve team morale
• Create a culture for the company
• Grow your business