|Account Planning and Management|
Maximising client value through strategic account planning
Making 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.
Sales people moving into account management or account managers looking to adopt best practices.
Key Benefits & Learning Outcomes
Establish 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