Major Account Management - Course Overview

This programme provides today's sales professional with the necessary insights, tools and techniques to take their sales effectiveness, and their business relationships to the next level.

By examining the key facets of effective account development, this programme uncovers the range of potential opportunities available to the Account Manager intent on delivering better results to his/her company, and delivering exceptional value to the customer.

Programme Objectives

This programme will enable Account Managers to develop key accounts to achieve the following objectives:

• Maximised sales revenues and profitability
• Improved customer service
• Increased awareness and visibility of the future potential within accounts
• Understanding of the political landscape, and planning the development of meaningful relationships within the DMU
• Identifying and planning the 'cross-selling' and 'up-selling' opportunities within an account
• Provide a basis for measuring progress within an account
• Improved account management
• Better forecasting

Workshop Content

• What is a major account?
• Cultures and values - becoming a preferred supplier
• Account development planning - its purpose
• Purchasing professionals
• Supplier positioning
• Measuring success
• Selling to the Organisation
• Meeting the business needs - beyond benefits

Who Should Attend

This course is suitable for your sales professionals engaged in the active development of client accounts. Corporate and Public Sector alike need these tools and strategies for their accounts to develop and grow in a controlled and measurable way.