Sales account management and customer service
Critical key account management
Outcomes
- Understand precisely what key account management means to your business
- A key account plan for your nominated account covering short, medium and long term goals
- To understand how to plan, organise and control every aspect of a key account to enable account strategy development
- Learn about the customer organization and value chain
Improved ability to influence at higher levels and gain access to senior executives
Indicative Content
- The Key Account Positioning Matrix
- Account Analysis
- Relationship Analysis
- The Objectives for Each Key Account
- The Sales Plan
- Financial Justifications
- Identifying Red Flags
- Behavioural Analysis
