Account Management Training Course

building business partnerships

2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

Course Overview:
This is a two day course. Account Management is a highly skilled role and can have a huge impact on business performance. Account Management requires a strategy and a plan that maps out a clear path to achieving success. This course covers all key aspects that an Account Manager needs in his/her tool kit to successfully manage accounts. There are numerous exercises and delegates attending will leave course having developed their account plans.

 

Programme Contents

• Successful Account Management
• Account Management Principles
  
• The Stages of Supplier Account Relationship
  
• Becoming a Strategic Supplier
• Delivering the Business Benefit
  
• - Increase/Reduce Theory
• Situational Analysis
• Preparing Your Strategy
• - Strategic Thinking and Strategic Planning
• - Strategic Goals
  
• - Developing Initiatives
  
• Implementation, Planning and Account Penetration
  
• - Closing the Gap, Individual Gap Analysis
  
• - Measuring Progress Against Objectives
  
• - Account Action Plans
  
• - Measuring Suppler Success Marketing
  
• - Defining Marketing
  
• - Marketing Mix and Selling
  
• - Key Initiatives and Principles
  
• Managing Account Relationships
  
• - Influencing and Motivating Different People
  
• - Different Factors
  
• - Causes of Stress
  
• - What Motivates People
  
• Reaching Partnership Status
  
• Preparing and Presenting Winning Proposals
  
• The Benefits of a Well Managed Meeting
  
• - A Meetings Model