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Managing Sales Accounts

Activia Training
Course summary
1 day
199 - 249 GBP excl. VAT
English
Open / Scheduled
Next available date: 07/04/2020 09:15 - Birmingham
Course Dates
Birmingham
07/04/2020 09:15  (English)
249 GBP
19/05/2020 09:15  (English)
232 GBP
Manchester
14/04/2020 09:15  (English)
249 GBP
02/06/2020 09:15  (English)
232 GBP
London
16/04/2020 09:15  (English)
249 GBP
22/05/2020 09:15  (English)
232 GBP

Course description

Our Managing Sales Accounts course will push your Selling Skills skills to a new level.

With all the money and effort that goes into attracting new customers it makes sense to look after the ones we have. This one day course is designed to assist any sales account manager in building stronger long term relationships with their customers and realising the full potential of that partnership. There are common mistakes that account managers new to the role (and many experienced ones) make which can stifle future growth. We will cover these and how to avoid them whilst guiding you towards profitable best practice by ensuring you have the fullest possible understanding of your customers’ requirements.

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Training Course Content

Introduction and Course Overview
Identifying Key Accounts
  • What is a Key Account?
  • Assessing the Value of a Key Account
  • Your Key Account Hit List
  • Who Should We Spend Our Time With?
Building Profitable Relationships
  • Identifying Key Individuals
  • Prospecting
  • Influencers and Decision Makers
  • Talking to the Right Key Individuals
  • Making that Good First Impression
  • How to Win Friends and Influence People
  • Dale Carnegies Six Principles of Relationship
  • Whats In It For Me? (WIIFM)
  • Honesty and Integrity
Writing Effective Proposals
  • How to Construct a Proposal
  • Important Factors to Consider
  • Putting it all Together
Managing Customer Expectations
  • What Do Customers Want?
  • Setting Clear Expectations
  • Dealing with Unreasonable or Unrealistic Expectations
Planning Customer Contact
  • The Benefits of Planning Contact with Our Customers
  • Tips for Planning Contact with Customers
Developing Your Key Account Strategy
  • Putting Your Strategy Together
  • Types of Key Accounts
  • Setting Objectives
  • Action Points: Steps to Success
Negotiation Tactics
  • Problems with Positional Bargaining
  • Open up the Negotiation
  • 11 Points for Better Negotiation
  • You Have Alternatives
  • Reverse Psychology in Negotiation
Meetings and Your Time
  • Getting a Face to Face Visit
  • Bad Practice with Customer Visits
  • Justifying the Meeting
  • Objectives for the Meeting
Successful Customer Meetings
  • What to Do Before the Meeting
  • What to Do During the Meeting
  • What to Do After the Meeting
Your Personal Action Plan

Why choose Activia Training

25 years of training businesses

10 centers nationwide

278 active courses

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About provider

Activia Training

Activia Training

When you organise your training, you need a partner who is able to deliver the skills improvements you need, and Activia have grown into a major UK provider on the strength of excellence in key areas. Whether it's competitive prices,...


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Contact info

Activia Training

Berkshire
Regus House, 268 Bath Road
SL1 4DX Slough

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www.activia.co.uk Course homepage


Reviews

Average rating 4.4

Based on 17 reviews

Jo
(5)
It was good that it was a small class as this allowed us to focus more on the areas that were important to us.
Sophie
(5)
Gareth really took time to understand what it is we do and how the training can help us, he was a great trainer and I felt the day was a very worthwhile one.
Sarah
(5)
Sandy was a really great trainer.
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