Business Account Management

Effective business management of the national account and cross-functional relationships

This module is designed for National Account Managers, Business Account Managers and Business Unit Managers. Delegates will gain an understanding of business account management, cross-functional working (internal/external), customer partnering, profit enhancement and waste management within all competitive markets.

This course is only available as an in-company training programme.

Programme Contents

Role of the NAM as a Business Account Manager
Relationship Management
Culturemetrics - Delegate Assessment and Reporting
Effective Networking, Multi-Level, Multi-Functional Contacts
The Decision Making Process within the Major Account Buying Department
Activity Based Profitability
Cost Price Reduction
Effective Presentation of the Business Plan
Advanced Negotiation - What Will it Take?
Managing Multi-Functional Teams and Projects
Handling Side-by-Side problem Solving during the Business Review
Category Management
Evening Self Study
Individual Action Plans

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