Account Management

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Who Will Benefit From This Course?

Designed for everyone who manages, is planning to manage, or who wants to understand how to manage, key accounts. Typically delegates who attend are Account Managers, National Account Managers, Key Account Executives and a wide range of other similar titles. Other employees involved in working with large customers, in areas such as technical support and customer liaison, will also find this programme useful.

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 actively managing in order to ensure good relations and effective outcomes for both sides.            


What is included in the fee

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

An understanding of key account management strategic principles and practice
Techniques for achieving your account goals and objectives
Proven methods for increasing the penetration throughout the depth and breadth of your accounts
A broader understanding of how people behave and the impact on buying decisions
A tool kit of practical ideas to manage and develop your key accounts to their full potential


Course Timings

Day One:        Start    9.45 am    Finish        5.00 pm
Day Two:        Start    9.45 am    Finish        5.00 pm
Day Three:    Start    9.45 am    Finish        5.00 pm


Delegates Comments

“Very effective, very stretching.”
“Good fun and I got a lot from it.”
“A very good 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

Presentation Skills - Master techniques for maximum impact


Delegate spaces available on the following course dates:

Testimonials