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Strategic Account Management Objectives: The seminar is designed to help those who actively manage large accounts to maximise the sales potential and close the door on competitive attack. The course outlines tactics and practices along with processes and monitoring systems which, when applied, ensures a business relationship between buyer and seller, keeping communication open and needs and deadlines met. The focus of the seminar is sales. Day One By the end of day one all delegates will be able to: * Understand how to qualify prospects and clients * Apply a simple process to identify sales opportunities * Understand and apply precise strategies and planning * Understand how to maximise business relationships. Day Two By the end of day two all delegates will be able to: * Apply a simple formula for identifying the strengths and weaknesses of the competition * Structure a simple but effective sales plan * Implement a strategy for managing accounts * Apply a method for monitoring progress. Training Methodology: This learning process is filled with practical exercises that apply the delegate’s received instruction and learned skills. Each element is reinforced by the delegate’s ‘demonstrated’ ability and personal interaction for the duration of the programme. Results are tested in a practical manner, together with the delegate’s ability to apply his or her understanding of the overall methodologies used. There will be group work as well as individual tests and exercises. Ideally, delegates should bring an account they manage to the programme so that the principles and practices learned can be applied to real opportunities. If desirable, the seminar can be tailored to specific needs, this will involve an extra research day on behalf of the course director. Delegate profile: All those involved in the managing of medium to large accounts. Whether the account is managed through personal contact or by telephone, this seminar will help delegates build relationships, recognise sales potential and show them how to convert potential into sales. Delivering tangible value for a client lifetime
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