Graduate Training

Key Account Management

This programme focuses on how to manage accounts to maximise their potential. It tackles how to deal with the political element of decision making and provides delegates with a unique insight into organisational cultures and how to adapt their sales techniques to suit different companies.

This two day course includes challenging role-plays, practical advice on real issues and a bespoke summary of performance.

Graduate Development - Key Areas Covered

• What constitutes an account?
• The new model of selling
• The eight vital 'sales functions'
• Understanding the basis for decision making
• The decision making group
• Understanding corporate culture
• Solution selling: sell the solution not the product
• Relationship building
• Moving from supplier to partner
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