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