Spearhead Training > FMCG > National Account Management

National Account Management
Effective management of the national account and the trading performance

This national account management training programme is designed for National Account Managers and Key Account Managers. The course is also suitable for Regional Account Managers and National Account Executives being groomed for NAM status. Delegates will understand the role and responsibilities of the National Account Manager. The module will provide a clear structure for Business Analysis and Business Planning. Delegates will develop their analytical, commercial and one-to-one presentation skills.

Programme Contents
The Role, Responsibilities and Accountabilities of a NAM
Critical Customer Information and Account Files
Buyer Needs, Demands and Strategy
Culture and Values - Becoming a Strategic Supplier
Measuring Value and Trust
Financial Analysis of the Major Customer
Strategic Business Management
Understanding the Differences Between Structured Commercial Selling and Negotiation
Planning the Negotiation Strategy
Valuing Concessions
Analysing the Cost vs. Benefit of Promotional Investment
Control of the Structured Business Interview
The Business Review
Evening Self Study
Individual Action Plans

Description of Course

The national account management training course starts with a definition of the role, responsibilties and accountabilities of a NAM. The next subjects cover the issues concerning customer information and relationships, including the supplier strategy. There then follows a tutorial on the financial analysis of a major customer with practical exercises to cement learning. The next subject is strategic business management to prepare delegates for the challenge of implementing a strategy for each of their accounts. The course then moves on to negotiations with tutor input sessions balanced with practical exercises to help absorb the skills and techniques of a good negotiator. All aspects of this subject are covered including a module outlining the difference between negotiating and selling.

To complete the national account training course the subject of promotions is fully explored before each delegate compiles his/her action plans for implementation after the course.

In summary, this is the definitive course for the National Account Manager.

2 Days - Non Residential
Additional Course Information

Delegate spaces available on the following course dates:

Date: 28th July » 29th July, 2008
Venue: Spearhead Regional Training Centre, Chipping Norton
Brochure Price: £975.00
Online Price: £585.00 (Summer Special)

Date: 30th October » 31st October, 2008
Venue: Spearhead Regional Training Centre, Chipping Norton
Brochure Price: £975.00
Online Price: £975.00 (Places Available)

Fee includes course materials, use of video and other training equipment as required. Lunch and light refreshments are also included. Prepared key topic notes for delegates' future reference are provided. The number of delegates attending each course is limited in order to ensure individual participation.

If overnight accommodation is required we often have special arrangements with local hotels.

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 Advise - Part 1
  • Consultative Professional Selling Advice - Part 2
  • Laws of Sales Management and Motivation - Part 1
  • Laws of Sales Management and Motivation - Part 2
  • Planning for Negotiation Advice
  • Presentation Skills Training - Part 1
  • Presentation Skills Training - Part 2
  • Sales Tips
  • Selling by Asking More Questions - Part 1
  • Selling by Asking More Questions - Part 2
  • Telephone Sales Training - Part 1
  • Telephone Sales Training - Part 2
  • Telephone Sales Training - Part 3
  • The Psychology of Selling - Part 1
  • The psychology of Selling - Part 2
  • 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?
• Summer Special Offers

Testimonials

'I have highly recommended your course to our H.R. people'
M.M. - Jan 2007
Glidevale Ltd.