MAJOR ACCOUNT MANAGEMENT

	What is the best strategy

It is a well known fact that 20% of customers in most organisations account for 80% of the business... but are they getting the individual care and attention they need? 

This course gives a three dimensional strategy to maximise possibilities and protect future business from competition.

 

 

 

·         How to give true added value

·         Position yourself with the real decision makers

·         Ways of identifying the different influencers in the customer

·         Understanding the different types of buying influences in every major account

·         Forging new relationships in clients

·         Best practises to maximise and utilise your valuable time

·         Identifying and dealing with the 'veto' man or woman

·         How to locate and develop effective 'coaches' from within the influencers in our Clients

·         Building solid strategic alliances to prevent sales from being sabotaged from within our customer

 

This fully interactive course is a must for business development managers responsible for Key Accounts within your business.