This workshop is designed to equip your sales people with the skills and techniques to develop major accounts. Participants will learn how to:
The role of the Key Account Manager
The Key Account as a Business Partner
Discovering opportunities
The Key Account Development Plan
Objectives, Strategies , Goals, Measures
Relationship Management
Customer Decision mapping
Key Account Handling
This course is run in a highly interactive, style with delegates learning tools and techniques on how to successfully influence and impact a major account to achieve profitable growth.
