Course description

Key Account Management: Prioritise and Create a Profitable Environment

Create and maintain quality key account strategies, which will bring success and profitable marketing. It's crucially important to choose the right team in order to establish and nurture the customer relationships. The world changes and the sales environment is rapidly changing too. We need to identify, develop and deliver new methods so we are ready to face sales characterised by complexity, long cycles and high demand. Through this insightful, CPD accredited and fast pacing Diomas course you will have a better understanding of the latest thinking in key account and customer relationship strategy and customer segmentation for companies and individuals who would like to make the difference in this competitive and fast changing world.

* Due to the coronavirus situation, for the next 2 months, this course is offered online via Zoom or Skype.

Suitability - Who should attend?

Heads of sales, Supervisors and Account Managers of all levels

Outcome / Qualification etc.

CPD certificate/CPD hours

By the end of the course you will have a greater understanding of:

  • The biggest changes and challenges in today’s business environment
  • The 4 areas to focus as a Key Account Manager and the power of I.A.M.M
  • The importance of separating and categorising key accounts
  • The importance of prioritisation
  • Communication and the different Communication Styles
  • The importance of being proactive and recognising opportunities for further development of your business
  • The appropriate terminology to help you become more engaging and less forceful
  • The importance of negotiation when dealing with Key Accounts.

Training Course Content

Module 1

  • Account Management and its Benefits
  • An Evolving World and the 6 Biggest Changes in the Business Environment 
  • Stop Selling, Start Helping

Module 2

  • Key Account Management and Strategic Account management
  • Key Account Management - necessity not a trend 
  • 4 Focus Areas
  • Choose and Prioritise Key Accounts
  • Obstacles to Success and the I.A.M Concept

Module 3

  • Accounts with potential
  • The ANSOFF Model
  • Improve your Presentation and Communication Skills to improve your relationships with your Key Accounts
  • Communication Styles - different account, different behaviour
  • Negotiation with Key Accounts

Why choose Diomas Learning Solutions

95% of clients give us an average rate 9.12 out of 10

16 Associate Trainers, courses delivered in 12 different countries in 2019

Founded in 2017

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About provider

Diomas Learning Solutions

A dynamic and forward-thinking boutique consultancy, we provide executive staffing, bespoke learning solutions and consultancy services to the private and public sectors. The Diomas Group was founded by Stavros Vathistas and Brad Kenworthy, who have over 30 collective years’ experience in the private and public...

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Average rating 5

Based on 5 reviews.

Alex H.
Blanca G.
Ian is a great trainer, explained everything very clearly. Great!
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