| Account Planning and Management |
Maximising client value through strategic account planningProgram OverviewMaking the step from transactional selling to key account management requires a new set of skills, tools and processes. This program looks at best practices in this area and how to benefit from adopting a proactive view to the short, medium and long term value of well managed client relationships. Target AudienceSales people moving into account management or account managers looking to adopt best practices. Key Benefits & Learning OutcomesEstablish the concept and philosophy of account management Develop and install account management processes Prioritise accounts & set realistic territory plans Output real plans for nominated accounts Sharpen the skills for business development |