Account Management And Development
This advanced course focuses on how to win and grow key accounts. Suitable for those moving into key account management or wishing to improve their key account management skills.
Challenges facing key account sales managers
- How to gain entry to senior decision makers
- Knowing how to persuade, grow and develop existing business
- How to develop long term relationships with a variety of stakeholders in one organisation
- How to best to manage key accounts on a day-to-day basis
- Implementing key account management
- Key account management skills
- Strategic account management
- Rapport and relationship skills
- Consultative selling
- Negotiation skills
- Account planning
- Value based selling
" Monsanto, saw an over 100% increase in sales in the following year after the programme in Romania and Ukraine, which are relatively new and growing markets. Management attributed minimum 20% of this growth directly to the Sales Efficiency Programme conducted by Prosell. The sales growth was approximately 10% in Hungary where the market is very mature and Monsanto has been present for a very long time."