Course description
Key account management focuses sales resources on retaining the clients most likely to generate high levels of revenue and profitability. To do so, key account managers build a detailed understanding of their clients’ specific requirements – in turn improving the performance of their business.
This dynamic makes the client somewhat dependent on their key account manager – which helps to increase retention rates.
Advanced Key Account Management and Business Development training course, is designed as an advanced level programme for experienced sales people. Step-by-step the highly participative content provides key account managers with the modern day strategies required to make develop their businesses.
Upcoming start dates
Upcoming start dates
Suitability - Who should attend?
Advanced Key Account Management and Business Development training Course, is designed for:
Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel and others who are involved in commercial activities at all levels of the organisation
Outcome / Qualification etc.
By the end of this Advanced Key Account Management and Business Development training course, you will how to:
- Define the key account management’s primary functions and best practices.
- Identify the significance of re-defining businesses processes to match the ever-changing market and customer needs.
- Produce clear deals and marketing differentiators to neutralise competition (value-based proposition).
- Plan and use financial ratios and KPIs to measure their operations’ effectiveness.
- Use leadership, negotiation and power proposals to leverage their business and lead the national key account team.
Training Course Content
Day 1
Key Account (KA) Management: Overview and Best Practices
- Key Account Management: An Overview.
- The New Landscape of Account Management.
- Comprehending the Buy-Sell Ladder Model.
- Key Account Analysis and Qualifying.
- The Key Account Manager as a Business Developer.
- Comprehending and Working the Customer Loyalty Ladder.
- Building Client Chemistry with F.O.R.M.
Day 2
The Business and KA Planning Process using the STAR Business Planning Process:
- Strategic Analysis.
- Targets and Goals.
- Reality Check.
Day 3
Powerful Negotiation Skills
- The Definition of Negotiation.
- The Difference Between Persuading and Negotiating.
- The Negotiation Process.
- The Phases of the Purchasing Decision.
- Influencing Decision Criteria.
- Effective Concession Management During Negotiation.
- Completing Your Negotiation Plan.
Day 4
Building and Leading the National Key Account Team
- Stages in Team Formation.
- Building a High-Performance Team.
- Defining Team Roles.
- The Team Motivation Mix.
- Management versus Leadership.
- Practices of Exemplary Leaders (Industry Practices).
Day 5
Writing Business Proposals that Sell
- Writing a Typical Business Proposal.
- Formatting Tips and Tricks for Winning Proposals.
- Creating Your Own Proposal Template Using a Suggested Proposal Format Guide.
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London Premier Centre
London Premier Centre is a UK leading training provider based in London and specialises in international short courses. Our inspiring, comprehensive portfolio of more than 400 professional development courses and seminars covers a wide range of professions from Administration, Leadership,...