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Key Account Management: Profitable Customer Relationships

  • Overview ImageOverview
  • Outline ImageCourse Outline
  • Scheduled ImageScheduled 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.



  • 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

3 For 2Offer

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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  • Sales and Marketing




Duration: 20 CPD hours (5Days)

date: 24 - 28 Jun 2024

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  • Sales and Marketing




Duration: 20 CPD hours (5Days)

date: 09 - 13 Dec 2024

Register Now
  • Sales and Marketing

Key Account Management: Profitable Customer Relationships

Duration:5 Days (20 CPD hours)

date:24 - 28 Jun 2024




Register Now

Questions? Speak to our
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Shayma Said


Call+44 2071836657

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Frequently Asked Questions

How can training courses be used as a company benefit?

Training is hugely beneficial to both yourself and your company. It enables you to employ new technologies, increases your productivity and enables you to be more autonomous. Have a look here at our infographic on the importance of training and development!

How often do you update your course content to ensure relevancy?

Our course content is constantly reviewed and updated to ensure we stay up to date with all the latest trends. After every course is completed we review the feedback and improve the material where necessary.

Do you keep your classroom environment and instructional methodologies current with today’s real-world workplace?

Yes, we focus our training on ‘real-world’ scenarios and our trainers are all highly experienced and skilled in their relevant fields.

Are your courses eligible for professional certification?

Yes, we offer certification with all our courses, every course is entitled to CPD (Continuous Professional Development) hours which you can put towards your professional portfolio.

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Key Account Management: Profitable Customer Relationships

  • FranceParis
  • calendar24 - 28 Jun 2024
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Key Account Management: Profitable Customer Relationships

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  • FranceParis
  • 24 - 28 Jun 2024
By submitting this form you agree to our Terms and Conditions and Privacy Policy.

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