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Sales and MarketingKey Account Management: Profitable Customer Relationships


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  • United KingdomLondon
  • 06 - 10 Feb 2023
  • 20 CPD hours
  • $4,500.00
  • Overview
  • Course Outline
  • Scheduled Dates

Course Overview

Building quality key account strategies is at the heart of successful business marketing programs. The role of the sales force in establishing and nurturing these relationships is vital in a rapidly changing environment.  

This course will enable delegates to develop sales plans for every catergory of account so as to maximise customer value while satisfying client needs.  Delegates will learn to identify, evaluate and prioritise opportunities to develop relationships and business.  

The course will also cover CRM tools and other account management technology, customer lifetime value measurement and resource allocation by account type ensuring that their sales effort is proportionately targetted to achieve maximum profit.

 

Objective:

  • Improve margins and retain more profit.
  • Develop a sales plan for each strategic account to satisfy client needs and maximise customer value.
  • Improve sales process.
  • Identify, evaluate, and prioritise opportunities for business and relationship development
  • Align your sales efforts with specific customer needs and requirements.
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Course Outline

Day 1

  • What is key account management?
  • Decline of the middle
  • Price/Quality pressures
  • Customer expectations

Day 2

  • Relationship marketing and selling
  • Building value into the sale for all customer levels
  • Creative approaches to key account management
  • Relationship assessment

Day 3

  • Managing the long selling cycle
  • CRM tools
  • Technology and communication in account management
  • Measuring customer lifetime value

Day 4

  • Partnering with key accounts
  • Personal relationships and account management
  • Company-to-company relationships
  • Key account program effectiveness

Day 5

 

  • Account selection and classification
  • Resource allocation by account types
  • Summary and Q+A
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Schedule & Fees

2+1Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

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5 Days 20 CPD hours

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London

London

$4,500.00

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5 Days 20 CPD hours

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Paris

Paris

$4,900.00

  • Management

5 Days 20 CPD hours

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London

London

$4,500.00

  • Management

5 Days 20 CPD hours

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London

London

$4,500.00

  • Management

5 Days 20 CPD hours

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Dubai

Dubai

$4,900.00

  • Management

5 Days 20 CPD hours

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London

London

$4,500.00

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Key Account Management: Profitable Customer Relationships

  • United KingdomLondon
  • 06 - 10 Feb 2023
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  • 06 - 10 Feb 2023
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