Key Account Management

Course brief

This course will address the market’s increasing demand for a single reference point for product sales, enquiries, accounts management and business strategy.  Further, with the much-enhanced staff capabilities today, companies are also looking to empower their sales and marketing staff such that they become Account Managers rather than the traditional sales people that were principally responsible for “pushing” the product in the market.

 Given these circumstances, it is essential that sales and marketing staff adjust to their changing role if they are to be considered value adding contributors to the overall business process.  It is this need that this course seeks to address.

Key areas covered on the course include:

By the end of the course, participants will be able to:

 i.      analyse markets for the development of high-value adding marketing activities;

ii.      employ systematic prospecting of buisiness;

iii.     arrive at more accurate and better supported sales and volume forecasts;

iv.       improve their management of customer credit accounts;

vi.      develop product distribution channels and the related relationships;

vii.      more effectively manage service delivery;

vii.   develop personal organisation skills for enhanced productivity;

ix.      determine more specifically customer requirements;

ix.       adjust personal behaviours and attitudes within the context of various ethical considerations

Other courses of related interest

• Professional Selling Skills

• Business Finance
  

• Corporate Presentation Skills
  

• Leadership and management skills development

Please contact us to discuss specific requirements

OR schedule an initial, no obligation, online meeting