Key Account Management
Learn a structured approach to account development and building great client relationships with this account management course
Who is it for?
This account management course is for anyone who manages internal or external accounts and are looking to enhance their account management skills. It is also important for individuals who are involved with building relationships on long term customer contracts.
What is it about?
Existing customers and long-term contracts are the most important revenue stream for most organisations. The account management training course will help learners establish a proactive approach with major clients so that they are managing the account, rather than the account managing them.
What will I get out of it?
Business development skills for gaining entry to potential new clients
Know-how to build long-term relationships at all levels within clients’ organisations
Negotiation skills to persuade, influence and grow existing accounts
Networking skills to grow your existing client base
Ability to manage multiple relationships with equally high levels of service
What will I learn?
The value of a structured approach to account planning
Why and where time needs to be invested in planning
Simple tools to drive an account plan
Building the relationship
Using attitudinal preferences to understand behaviour
Techniques for building rapport
An understanding of your own behaviour
An understanding of what creates conflict in accounts
A practical model to use in conflict situations
Structures and best practice for dealing with complaints
This course can be taken as part of our Institute of Sales and Marketing Management Level 5 Certificate in Sales and Account Management.
The Level 5 Certificate is a modular qualification specifically designed for established or aspiring sales managers, regional sales managers or key account/relationship managers.
Anyone attending this course will be able to accredit their learning towards the qualification. Talk to one of our learning advisers on 0800 170 7777 to find out how you can get qualified.
All of our courses are worth 6 hours of CPD per day.
A very interesting course which was delivered in a friendly and encouraging way.
Royal Brunei Airlines
Dates and availability
Run In – house
Complete your details below to request more information on running this course in-house. You can choose a customisation level to indicate how much you would like to adapt this course to your organisation's needs:
A standard course will include exactly the content shown in the outline. A tailored course can be customised, for example to include your own case studies or terminology. A bespoke course is re-written from scratch to match your organisation's needs exactly.