Who Should Attend:

• Experienced Sales Directors, Sales & Accounts Managers seeking to brush their Client Relation Skills
• Corporate Executives
• Advertising Managers
• Business Development Managers

Course Objectives

• Study the dynamics of account management and deeply understanding your clients’ needs and buying behaviours
• Key areas pertaining to handling customer complaints and grievances
• Setting a benchmark for creating the goals and objectives of the key account manager
• A strategic insight to achieving better sales results and higher profit margins
• Study and comprehend the different types of buying conduct and its impact on buying choices.
• Ways to polish your negotiation skills.

What will you gain?

• Adapt to your ever-changing and versatile role as an account manager
• Plan and analyse a process to manage your key accounts successfully
• Implement ways to create, build and maintain positive working relationships with your customers
• Define, understand and execute the main functions and practices of a key account manager.

Course Content

• Overview and definition
• The way of influencing
• How is managing accounts measured?
• 20-80 Rule
• Skills
  • Developing Strategies
  • Situational Analysis
• Studying GAP Analysis
• SWOT Analysis
• PESTLE Analysis
• Values and Principles of a Key Account
• How would you position yourself?
• Customers to influence

• The Customers
  • Who are your customers?
  • Defining customer needs and expectations
  • Identifying customer needs and expectations
  • Owning your accounts – Taking responsibility
  • Customers’ needs – Pyramid and Hierarchy
• Marketing Management
  • Definition
  • Marketing vs. Selling
  • Fundamentals of Marketing Mix
  • The PLC Framework
  • What is your Unique Selling Proposition?
• Maximising on Relationship Management – building, managing and maintaining

• Client Consultation
  • Prepping for meetings
  • Most important factors to discuss in a meeting
  • Making the most of these meetings
• Powerful Negotiations
  • Prepping for negotiations
  • Different Stages
  • Rules
• Winning Proposals for the go-getters
  • Prepping and designing
• Self-Motivation Techniques
  • Staying positive
• Wrapping up and way ahead.