Key account management helps companies gain the status of strategic rather than commodity supplier to their major customers, guarding margins and improving security of retention. Retaining 5% more customers boosts profits between 25% and 85%. The fact is that 20% of customers generally produce 80% of revenues, so losing such key accounts is expensive and damaging to the bottom line. Proper key account management maximizes the chance of keeping these key accounts.
Account Management is the process of maximizing the return on your investment on a customer by defining and taking appropriate action plans that will enable you to build on the present, to manage the future. It is a strategic planning approach that goes beyond traditional selling, to tackle today's customer issues. It reaches both seller and buyer organizations, so it's undoubtedly more complex and more difficult than simple sales activity.
Key Learning Points:
Manage the key account Sales Process
Proposals and Discussion Documents
Key Account Planning
Understand the Marketing Process
Consultative Selling in Key Account Management
Plan and implement retention strategies
Learning Areas from this Training Program
Enhance the ability to influence, persuade and negotiate with key decision makers
Build stronger value-added customer relationships leading to increased revenues
Gain a better understanding of your customers' needs and expectations
Plan and implement growth strategies
Develop a strategic approach to account management and customer relationships
Ideal or Useful for:
Key account executives
Key account managers
Senior Sales Employees
Employees who are progressing into a key account management role for the first time
Employees who have limited experience in managing accounts
Ideal Group Size
Download a Session Plan For Key Account Management
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