Summary

Managing key or major accounts and maximising their potential, requires a different set of skills than selling. The effective and professional management of your key accounts is critical to your success and that of your company.

Course Objective

This course is aimed to increase the skills of any Sales Manager who wishes to introduce new Major Account Management and Planning techniques to his sales team and any Account Manager who needs to upgrade his or her skills.

Course Content

Maximising Sale Relationships

Working Model Examples of Key Accounts Management

Communication -Common Mistakes

Portfolio handling

Planning Techniques

Who Should Attend

All sales people who want to learn effective techniques for maximising the potential of every key/major account they manage.