Account Development Strategies

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About the course

Major accounts are different.
 
They are based on the supplier having an in-depth understanding of what the customer needs.
 
That means understanding the customers’ business the company structure and the customers’ goals.
 
It is also about building strong relationships and trust.
 
It is about working together so that the account manager is seen as a partner, an unpaid member of the customer's staff, a person they can trust and a person they can work with to the benefit of both parties.
 
If you want to develop your accounts why not join us on the next one day course at: The Bolholt County Park Hotel Bury BL8 1PU
 
See below for the course details
 
Major accounts are different.
  • They are based on the supplier having an in-depth understanding of what the customer needs.
  • That means understanding the customers’ business the company structure and the customers’ goals.
  • It is also about building strong relationships and trust.
  • It is about working together so that the account manager is seen as a partner, an unpaid member of the customers staff, a person they can trust and a person they can work with to the benefit of both parties.
 
The Result =
  • Economies of scale for the seller.
  • Low risk for the buyer.
A Great account manager can Increase your Sales, Lower your Selling Costs, Increase Customer Loyalty, Keep out the competition and Grow your business.
 
This programme is for the more experienced sales professional who has an understanding of existing accounts and a desire to grow the business.
 
Account Development is designed to help you:
 
  • Clearly identify your market sector
  • Profile your target market
  • Examine your current customer base
  • Define your Competitive advantage
  • Develop profitable long term key accounts
  • Contents
  • Profiling the ideal account
  • Analysis of existing major accounts
  • The Comfort Level
  • Seeing the account as a market 
  • Identifying market potential
  • Achieving a balanced portfolio
  • Entry Strategies
  • Relationship Building
  • Exit Barriers
  • The Coach
  • Multi level selling
  • Changing Markets
  • Customer Charter
  • Buying Influencing Chart
  • Becoming a business partnerOne-to-One Personal Development
  • One-to-One Personal Development
 
Delegate numbers are strictly limited on this course - and that means you are guaranteed to get the personal tuition you need and deserve.

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Start date Location / delivery
05 Oct 2017 The Bolholt Country Park Hotel Bury BL8 1PU Book now

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