Key Account Management

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Key Account Management,

10th-11th June in Wilmslow
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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 Key Account Management course includes challenging role-plays, practical advice on real issues and a bespoke summary of performance.

Key Account Management Training Tips

Below is our latest training tip on Key Account Management. To veiw more training tips please visit our sales training tips video page.

Tip 1 - Eight Key Factors

Who Should Attend Key Account Management Training:

All those, both new or experienced, who manage accounts and relationships with existing customers and who is responsible for maintaining and growing accounts whilst protecting them from competitor threats.

Key Account Management Training Approach

The approach is highly interactive with delegates being challenged to take a step back and look objectively at how they are currently managing their existing client base. The learning is supplemented by:

• Role plays designed to bring out key course learning points and embed skills elements
• Case studies to test out application of core course concepts
• Group presentations to develop and formalise key learning points
• Individual planning activities where delegates can apply tools directly to their own key accounts.

Key Outcomes from the Course

The course will provide delegates with the skills and knowledge to:

• Understand the nature of business relationships
• Develop techniques and strategies for developing effective and profitable business relationships
• Understand the decision making process and the influences upon it
• How to manage and prioritise their time and activity more effectively
• Develop a proactive approach to growing and protecting account
• Developing a range of tools to enable them to put together a robust account plan

Key Account Management: 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

ISMM Recognised Training Centre

Pareto Law sales training is an ISMM Recognised Training Centre working in partnership with the ISMM. This means that our sales training programmes, our sales training co-ordinators, programmes and courses all meet the exacting standards of the ISMM (Institute of Sales & Marketing Management).

Founded in 1911, the ISMM, is the UK's only professional body for salespeople promote standards of excellence in sales and sales management and to enhance the status and profile of sales as a profession, the ISMM has been the authoritative voice of selling and the custodian of sales standards, ethics and best practice.

The ISMM is the only membership body recognised by the UK Government regulatory body Ofqual as an awarding organisation to offer qualifications in Sales, Marketing and Sales Management. More ISMM Info. Please ask for more details when booking.

	The account management course was very insightful and productive. I would recommend it to all that would want to move further in their role! (Kuli - 28 February 1 March)
	The course has given me a sound foundation on which to build my understanding of my client base and to create objectives to enable me to grow our business. (Jack Kingshot - July 25-26)
	Everyone needs to stop and take stock of performance to be able to improve. Pareto provides excellent platforms for this. (Sharon Tindi-Tembo - April 14-15)
	Excellent programme which gave me fantastic scope to better improve myself as a salesperson (Padraic McCreesh - April 14-15)
	The module has given me an excellent insight as to how I need to prepare myself for a role in account management (Diana Ellil Grech - April 4-5)

For more information or to book a course please  now or contact us directly on 01625 255 255

*Offer applies to the course held on the 10th-11th June on premises at Pareto House, Wilmslow. The offer is non transferable to any other course, location or date and is only applicable to Key Account Management, 10th-11h June at Pareto House, Wilmslow. It is not applicable to accommodation prices. Pareto reserves the right to withdraw the offer at any time. Please ask for full details when booking.