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This course is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage.
Customers are important, but they are not Equally important. Customers have a dizzying array of different needs and are often faced with an overwhelming choice of similar suppliers. Conversely, organisations have very finite resources with which to serve and service these customers. Finding the correct strategy for each and aligning strategy, tactics and resources accordingly is at the heart of Key Account Management. We will give delegates a robust, proven and Qualitative approach to classifying customers and then developing appropriate strategies for each.
This ICL'S training course will explore best practices and help delegates highlight where their skills and practices must be developed. In this ICL'S Key Account Management: Best Practices training course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.
This highly engaging and practical Key Account Management training course will prepare all delegates to manage key accounts effectively. Business is evolving rapidly, buyers are getting more sophisticated and technology is being deployed more than ever, creating additional buying channels and great opportunities for the modern Key Account Manager who wishes to maximise revenues and profits. Developments in technology, shifting markets and increasing pressure on costs are changing the way organisations buy.
This training seminar will highlight how to:
At the end of this training seminar, you will learn to:
With delegates attending this training course, the organisation will benefit by:
As a delegate attending this training course, you will:
The subjects and topics are transferred by means of short focused presentations which are followed by experiential learning sessions. In these sessions, the knowledge gained is applied to real-world examples and case studies. Rapid learning of the methods and techniques is achieved by means of group work, individual work, participant discussion, facilitator interaction and constructive feedback.
This course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. Even a small improvement in performance will justify attending the training many times over. It is invaluable for leaders concerned with managing sales and marketing budgets and other resources (e.g. salesperson deployment).
This training course is suitable to a wide range of professionals but will greatly benefit:
This day takes attendees through a proven, objective process for analyzing all customers and classifying the customers. Then we shall develop strategies and tactics for how to service and resource each customer type in great detail.
This will result in clear and unambiguous resourcing decisions for management.