Managing Key Accountsg

Category: Aci Code Requirements And Specifications For Concrete Design, Construction And Repair Training

Course Description

Course Objectives

  • Study the dynamics of account management and deeply understanding your clients’ needs and buying behaviours
  • Key areas pertaining to handling customer complaints and grievances
  • Setting a benchmark for creating the goals and objectives of the key account manager
  • A strategic insight to achieving better sales results and higher profit margins
  • Study and comprehend the different types of buying conduct and its impact on buying choices.
  • Ways to polish your negotiation skills.

Who Should Attend

  • Experienced Sales Directors, Sales & Accounts Managers seeking to brush their Client Relation Skills
  • Corporate Executives
  • Advertising Managers
  • Business Development Managers

Benefit of Attending

By the end of this course you will be able to:

  • Adapt to your ever-changing and versatile role as an account manager
  • Plan and analyse a process to manage your key accounts successfully
  • Implement ways to create, build and maintain positive working relationships with your customers
  • Define, understand and execute the main functions and practices of a key account manager.

Course Outline

Overview and definition

The way of influencing

How is managing accounts measured?

20-80 Rule


  • Developing Strategies
  • Situational Analysis

Studying GAP Analysis

SWOT Analysis

PESTLE Analysis

Values and Principles of a Key Account

How would you position yourself?

Customers to influence

The Customers

  • Who are your customers?
  • Defining customer needs and expectations
  • Identifying customer needs and expectations
  • Owning your accounts – Taking responsibility
  • Customers’ needs – Pyramid and Hierarchy

Marketing Management

  • Definition
  • Marketing vs. Selling
  • Fundamentals of Marketing Mix
  • The PLC Framework
  • What is your Unique Selling Proposition?

Maximising on Relationship Management – building, managing and maintaining

Client Consultation

  • Prepping for meetings
  • Most important factors to discuss in a meeting
  • Making the most of these meetings

Powerful Negotiations

  • Prepping for negotiations
  • Different Stages
  • Rules

Winning Proposals for the go-getters

  • Prepping and designing

Self-Motivation Techniques

  • Staying positive

Wrapping up and way ahead.