Key Account Management | Strategic Selling

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Key Account Management Strategic Selling
Overview
As a Key Account Manager, you need to build
long-term relationships with your clients. This
course will help you to stand back and work out a
successful strategy.
Reference Strategic Selling
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Who would benefit from this course
Key Account managers or managers in charge of big
size customers or companies.
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Course objectives

• By the end of this two-day course, you will be
  able to
• Understand the specificities of Key Accounts
• Improve your efficiency dealing with them
• Build a strategy for success

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Course Content

• Introduction
• Initiative and being proactive
• Relationship selling vs. Product selling
• Creating and maintaining long term partnership
• Planning and preparation

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Aligning to your Customer

• Identifying tactics to move the client to the
  next stage
• The importance of the follow-up
• Planning 3, 6 and 12 month
• Getting referrals and working from them

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Working with the Decision Makers

• Tactical Probing
• Key players
• Assessing strengths and weaknesses of sellers
  and buyers
• Building relationship both internal and
  externally

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Advanced Strategies

• Position and Personal Power
• Creative Thinking
• Critical Success Factors
• Partnering for success

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To learn more about Strategic Selling visit us
at www.innovativemanagement.com.au or call us
02 8015 7525 today!