The sales strategy for Key Account Management is quite different to other sales.  Knowing how to get to the decision-makers, identify key influencers, deal with the competition, understand the buyer psychology and service the client are the keys to success with major accounts.

This programme is centred around the development of a Key Account Plan for a real-life account, so that the material and skills will be used immediately in the field.

This programme will:

• Explore the differences and similarities between Key Account Management and sales
• Develop a vision and SMART objectives for the Key Account
• List and rank decision-makers and influencers
• Develop and document strategies and actions for each customer according to where they are in the buying cycle and existing sales data
• Demonstrate how to assess call progress and success in the long term sales cycle
• Develop techniques to productively manage and grow the key accounts for a long-term win/win relationship
• Document how the product strategy will be implemented in the accounts

Outcomes

Representatives will have a documented Key Account Management Plan for at least one of their accounts.  They will understand the benefits of planning and be able to repeat the process on other accounts.