Account Management


One day

Suitable for

Sales and business development people at all levels looking to identify opportunities and grow their key accounts by developing strategies to manage strong partnership relationships.


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

  • Identify real growth opportunities and define your current ‘key’ accounts
  • Recognise the importance and power of information
  • Define what you need to know about each client and will have the tools to find it
  • Analyse the client Decision-Making Process
  • Assess the effectiveness of your current methods and systems
  • Set realistic and challenging goals for each account
  • Map out a key account strategy and action plans for current accounts
  • Implement a refreshed and updated sales technique


Introduction & Workshop Objectives

  • Defining a key account
  • Recognising, reviewing, and prioritising criteria
  • Identifying your real key accounts

The Solution sale

  • Identifying why people commit to key suppliers
  • Analysing expectations, needs, and wants so you can build a compelling solution

Consultative Selling

  • A ‘transaction approach’ using a collaborative, consultative style to add real value
  • Develop the processes, skills, and techniques
  • How to structure a solution sell that makes total sense
  • The importance of raising desire

Key Account Information

  • Information as a power base
  • Identifying information gaps
  • How to research for and utilize critical information
  • Analysing the DMU (Decision Making Unit) and the DMP (Decision Making Process)

Evaluation of Current Systems

  • How do you keep your client information now?
  • Improvement methods to add value and purpose to your account management

Managing Key Accounts

  • Who is your customer? Managing multi-faceted relationships
  • Planning a key account strategy
  • Identifying key success indicators
  • Managing other resources
  • Building and presenting your account plan

The Way Forward

  • Taking ideas back to the workplace and putting them into action

Duration (in days)


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Location Dates Price exc. VAT   Status
Please call us for the next available date for this course. Dates are added regularly and may not appear on this list. Tel: 020 7256 6668