Building quality key account strategies is the heart of successful business marketing programs. The role of the sales force in establishing and nurturing these relationships is vital. The sales environment is rapidly changing. Long selling cycles, complex propositions, and high value sales make new methods necessary. This seminar provides the latest thinking in key account and customer relationship strategy for companies who want to differentiate their product and service by value-added elements tailored to customized solutions for key customers.
o Decline of the middle
o Price/Quality pressures
o Customer expectations
o The benefits of key account management
o Building value into the sale for all customer levels
o Different tasks-different skills (partnering, negotiations, identifying account desires)
o Creative approaches to key account management
Managing complex sales situations
Key account planning strategies and control
Developing the key account master plan
o Account selection and classification.
o Resource allocation by type of account.
Currently there are no reviews for this course. Be the first to leave a review.
This course is advertised on reed.co.uk by the Course Provider, whose terms and conditions apply. Purchases are made directly from the Course Provider, and as such, content and materials are supplied by the Course Provider directly. Reed is acting as agent and not reseller in relation to this course. Reed's only responsibility is to facilitate your payment for the course. It is your responsibility to review and agree to the Course Provider's terms and conditions and satisfy yourself as to the suitability of the course you intend to purchase. Reed will not have any responsibility for the content of the course and/or associated materials.
