Key Account Management Workshop

Sales Management SME & Corporate training

🔴 OVERVIEW

This workshop is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage.

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

In this practical and interactive workshop you’ll consider the role and day-to-day tasks of highly effective account managers, examine proven practice in the development of key accounts and learn how to develop long term and profitable relationships with your key accounts.

Critical techniques and tools will be discussed in relation to issues raised in in the course of the workshop with respect to your own accounts, to ensure you have a tangible action plan to apply immediately within your business

The course looks at how to build long term relationships so your existing clients will stay with you for longer, spend more with you and are open to cross and up-selling opportunities which are “sold in” through the excellent relationships that you have with them.

Participants will learn how to prioritise, plan, manage & maximise the profitability of your key accounts by building strong & long lasting relationship.

 

🔴 WHAT YOU WILL GAIN

At the end of the workshop, participants will learn:

👉what key account management is and the difference between selling and account management;

👉what the roles and responsibilities of a key account manager are;

👉about sales strategies required for success in key account management;

👉how to develop key accounts over the long-term and maximize business opportunities and investments for greater revenue from key account;

👉how to identify and seize cross-selling and up-selling opportunities in key account;

👉about networking and influencing multi-level contacts in key account;

👉gain communication skills for influencing at a higher levels; and

👉How to create allies across the company to embed yourself into the company.

 

🔴 TARGET AUDIENCE

👉Account managers, Key account managers, Relationship managers and Client relationship managers and anyone who desire to gain global best practice knowledge and expertise in Key Account Management.

 

🔴 DURATION: 2 Days

 

🔴 TIME: 9:00 am – 5:00 pm Daily.

 

🔴 VENUE: Bervidson Training Center, 3B Hakeem Dickson Rd. Lekki Phase 1, Lagos.

 

 

🔴 OUTLINE

🔵 Overview

👉Current trends in Key Account Management

🔵 Defining Key Account Management

👉Difference between selling and account management

👉Definition of a key account

👉What key account management is

👉Role and responsibilities of a key account manager

🔵 Five Sales Strategies Required For Success in Key Account Management

👉Consultative selling strategy

👉Value selling strategy

👉Access strategy

👉Sales negotiation strategy

👉Team selling strategy

🔵 Account Analysis & Prioritisation

👉Maximising business opportunities for greater revenue from key account

👉Maximising investment time versus returns in key account management

👉Conducting SWOT analysis for key account prioritisation

🔵 Planning Your Key Account Strategy

👉Creating your hit list based on account potential

👉Developing key accounts over the long-term

👉Setting goals for each key account – short, medium & long term

👉Creating an account “touch point” strategy – face to face, telephone, email, social media

🔵 Managing The Relationship

Account mapping – how to create the structure of each account – decision makers, influencers etc.

👉Understanding your client’s needs and business objectives

👉Creating winning value propositions

👉Structuring and running account review meetings

👉Identifying and seizing cross-selling and up-selling opportunities in key account

👉Networking and influencing multi-level contacts in key account

🔵From Supplier to Partner

👉Understanding the transition from supplier to partner status

👉The ‘Trusted Advisor’ – how to add value over and above what you sell

👉Managing the “in-between time” – how to stay in contact without bugging your clients

👉Advanced communication skills for influencing at a higher levels

👉How to create allies across the company to embed yourself into the company

 

 

🔴 WORKSHOP FEE:

👉Fee: N125,000 Per Participant (10% off for RAN & NACC members)
👉(Note: Fee covers materials, facilitation, tea break & lunch and certification only)

 

🔴 WORKSHOP REGISTRATION:

 

🔴 PAYMENT DETAILS

You can please PAY ONLINE

OR

Pay directly to our bank account below:

👉Bank: FCMB

👉Account Name: Bervidson Consulting Limited

👉Account No: 3432812015

 

🔴SOME OF OUR CUSTOMERS:

 

For more information, call or email us, or visit our website today.

3B Hakeem Dickson Road, Lekki Phase 1, Lagos Nigeria
+234 1 291 7328, +234 803 343 4776, +234 809 334 4776, +234 808 933 8444
info@bervidson.com , www.bervidson.com

Leave a Reply

Your email address will not be published. Required fields are marked *