Spearhead Training > Sales > Key Account Management> More Information

Who Will Benefit From This Course?

Designed for anyone who manages, is planning to manage or wants to understand how to manage accounts. Typically delegates that attend are Account Managers, National Account Managers, Key Account Executives and a wide range of other similar titles. Very often, other employees who are involved in working with large customers such as technical support and customer liaison attend this programme. The definition of a “key" account varies widely between organisations. We say that a “key" account is any account or customer that is either large or important to your business and therefore needs managing in order to ensure good relations and effective outcomes for both sides.

Description of the Course

This course is a residential programme and includes additional group evening work designed to enhance the learning process. It is therefore advisable, but not mandatory, for delegates to stay at the venue. The venue used has been hand selected and provides the most effective combination of learning environment and value for money. Unless otherwise advised, delegates will be booked into the venue and will therefore be required to settle their bed, breakfast and evening meal costs with the venue upon departure. For details of the accommodation charges please contact our administrators at our main office on 01608 644144.

Course Objectives

- To consider the changing role of the Key Account Manager.

- To examine proven practice in the development of sales that depend upon developing partnerships in business.

- To ensure that each delegate is able to capitalise on their personal strengths to develop profitable business.

What You Will Gain

Better understanding of the Key Account Manager role. Techniques for achieving account goals and objectives. Understanding of the strategic processes and operational objectives which lead to increased account penetration and maximum profit opportunities. A broader understanding of how people behave and the impact on buying decisions. A tool kit of practical ideas to manage and develop key accounts.

Course Timings

- Day One: Start 9.45am - Finish 5.00 - 5.30pm
- Day Two: Start 9.00am - Finish 5.00 - 5.30pm
- Day Three: Start 9.00am - Finish 4.30pm

Delegates Comments

"Very clear and concise. Good Coverage."
"The tutor presented the course very well and enjoyed it throughout."
"Great tutor."
"Really good course from start to finish, hope I can do another one soon."

Recommended Follow-on Course

- Sales Negotiation Skills - minimise concessions and conclude good deals in tough competitive markets.
- Advanced Sales Skills - master the challenge of high level selling.
- Delivering Effective Sales Presentations - getting the sales message across.

Delegate spaces available on the following course dates:

Date: 11th August » 13th August, 2008
Venue: Daventry Hotel, Northamptonshire
Brochure Price: £1495.00
Online Price: £1,495.00 (Places Available)

Date: 29th October » 31st October, 2008
Venue: Daventry Hotel, Northamptonshire
Brochure Price: £1495.00
Online Price: £1,495.00 (Places Available)

Course Directory

• Upcoming Courses
• Management Skills
  • Executive Leadership Programme
  • Introduction To Management
  • Management Development Programme
  • Managing The Sales Force
  • Management Skills
  • Supervisory and Team Leader Skills
  • Managing Change - New for 2008
• Executive PA Skills
  • PA's Personal Effectiveness Programme
  • Perfect PA
• Business Skills
  • Presentation Skills - Fully Revised for 2008
  • Financial Awareness
  • Successful Projects - New for 2008
  • Training Skills
  • Assertiveness Workshop
  • Improve Your Business Writing Skills
  • Persuading and Influencing Skills
  • Taking Minutes
  • Telephone Skills And Customer Service
  • Time Management - Fully Revised for 2008
  • Working With Difficult People - New for 2008
• Sales Skills
  • Essential Sales Skills
  • Key Account Management
  • Sales Negotiation Skills
  • Advanced Sales Skills - Fully Revised for 2008
  • Introduction to Selling - New for 2008
  • Selling By Telephone
• Marketing Skills
  • Introduction To Marketing
  • Public And Press Relations
• FMCG Skills
  • Effective Category Management
  • National Account Management

Tailored Training

• In-Company Courses
• Performance Coaching
• Experiential Learning
• Profiling
• Management Consultancy
• Learning Online

Spearhead Training

• About Us
• Special Offers
• Training News
• Free Training Materials
  • The Art of Communication
  • Consultative Professional Selling
  • Laws of Sales Management and Motivation - Part 1
  • Laws of Sales Management and Motivation - Part 2
  • Managing and Motivating People - Part 1
  • Managing and Motivating People - Part 2
  • Planning for Negotiation
  • Presentation Skills Training - Part 1
  • Presentation Skills Training - Part 2
  • Sales Tips
  • Selling by Asking More Questions
  • Telephone Sales Training - Part 1
  • Telephone Sales Training - Part 2
  • Telephone Sales Training - Part 3
  • Time Management
• Venue Details
• Tutor Profiles
• Brochure Requests
• Home

Announcements

• New Courses for 2008
• Why come to us when we will come to you...
• Learning For Life
• Are You a Member of Our FlexiClub?

Testimonials

'Fantastic & I recommend the course to all management levels'
D.B. - Nov 2006
The Hospital Group