Sales Ended

The Quantum Certificate in Professional Selling: Module 2 Key Account Manag...

Event Information

Share this event

Date and Time

Location

Location

The Holiday Inn

Guildford

GU2 7XZ

United Kingdom

View Map

Refund Policy

Refund Policy

Refunds up to 30 days before event

Event description

Description

In the face of the increasing influence of procurement functions and downward pressure on margins this programme is designed for people in a sales or account management role at any level. Whether new to the discipline or a seasoned professional, this programme will help delegates to raise their game and enable them to sell value on a higher plane. The programme is equally applicable to people who aspire to a professional selling career and who want a grounding in the fundamentals of successful selling in the 21st century.

MODULE 2. Key Account Management

DURATION 2 DAYS

TOPICS:

  • Review of action plans from Module 1
  • Review of ‘specimen’ key clients
  • The principles of key account management and the SISTEM structure
  • Stepped introduction key account planning tools and software and practical application via a structured ‘real world’ case study:
  • Selection / segmentation
  • Understanding client business and objectives
  • Assessing the current relationship
  • Analysing the decision makers and influencers
  • Developing sales propositions for the stakeholders
  • Setting account objectives and strategies
  • Defining SMART action plans
  • Support and communication
Share with friends

Date and Time

Location

The Holiday Inn

Guildford

GU2 7XZ

United Kingdom

View Map

Refund Policy

Refunds up to 30 days before event

Save This Event

Event Saved