| Course Overview | Successful sales strategies are built on information. It is important for Account Managers to become experts on their accounts and understand how best to manage them to achieve maximum potential. This programme encourages you to look critically at their accounts. You will determine where your best opportunities are and develop an account management plan to realise these opportunities.
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| Designed For | This programme is ideal for Account Managers new to the role, or for those who need a refresher on account and territory management. It will assist any person wanting a structure and tools to support the process of account management.
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| Key Subject Areas |
- Territory Management Style
- What it Takes to be a World Class Account Manager
- The Account Management Cycle
- Identifying Key Accounts
- Key Accounts Profile
- The Decision Makers/Influencers
- Developing Key Accounts
- Analysing Your Territory Management Style
- Profile of Your Territory
- Action Plan
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| Learning Outcomes | On completion of this programme, you will be able to:
- understand personal territory management style
- identify key accounts
- implement strategies for increasing sales from key accounts
- utilise revised key principles of the sales process
- produce a plan to add clients to an existing database
- develop an Account Management action plan.
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