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Building Client Relationships

Program Overview

Growing and nurturing valuable client relationships are essential to maintaining your sales team's performance and maximising existing accounts.

Course Content


  • The value of Client relationships
  • Account Relationship Management
  • Managing Information
  • Benefits of Account Relationship Management
  • The Account Profile
  • Using the Account Profile and Account Plan
  • Checklist: Business Customer Situation Analysis
  • Special Case: Understanding Retail Finance Needs
  • Customer Service Standards
  • Identifying Service Deficiencies
  • Store Policy on Complaints
  • Service Leadership
  • Leading and Managing the Service Team