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Training Programmes - Selling Suite
Account Management (by Telephone)
This account management builds on existing sales skills to provide the business acumen and relationship building skills required to successfully develop and manage client accounts.
Programme ideal for
Experienced sales and customer service professionals who are responsible for managing important accounts. Business development managers who are responsible for building long-term business through their sales teams would also benefit.
Programme deliverables
After attending this course, participants will have the ability to:
• Manage their accounts in a way that produces mutually beneficial results
• Understand customers’ decision-making process
• Protect their accounts from competitors
• Optimise the full business potential from each account
• Build and develop account management strategies and plans hat produce real business growth
Programme content:
The principles of Account Management
Understanding your customer base
How to profile your accounts
Establishing account potential
Categorising and prioritising your customer base
Setting objectives for success
The Account Management Role
Taking responsibility for the account
Spotting opportunities for you and your client
Networking within the account
Managing Personalities
Understanding company culture
Understanding the customers’ priorities
Identifying power, influence and the decision making process within the account
Handling difficult personalities
Account Management - Strategy & Planning
Identify your competitive advantages
Analysing the competitors from your customers’ perspective
Running a quarterly account management review
Develop an effective action plan for each account.
Additional information
• Programme content and duration can be tailored for account managers who work face to face or over the phone.
• Workbook & handouts support programme