Marketing PR & Sales

Managing Key Accounts

Account Management for Innovation & Action

In-House Programmes

What's so different about this programme?

Public Programme Dates & Schedule

Doha: 10-12 Dec'18, 19-21 Feb'19, 28-30 Apr'19, 3-5 Sept'19
Duration:3 Days
Fees: QAR 6400

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?

By the end of this course you will be able to: 
  • 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

Day 1 
  • 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
 Day 2 
  • 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
Day 3 
  • 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.

Our Clients



Company Brochure
Company Brochure
Public Calendar
Public Calendar
Nationals Development
Nationals Development English


Arabic Profile
Arabic Profile
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