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Key Account Management and Strategy
The Key Account Management and Strategy training program teaches key account managers and senior salespeople how to prepare and implement a major account sales strategy. The program teaches a key account management planning process needed to identify strategic accounts, gain entry, broaden account penetration, and improve customer retention. Since key account management often requires team sales, we address the sales techniques and skills needed to use sales teams effectively.
Increasingly companies have found that a disproportionate amount of sales, growth, and profits are concentrated with a few key accounts. This program teaches you how to plan and implement a business development strategy to win new key accounts and to grow your business at existing key accounts. Your key account strategy is critical to the success of your total sales efforts.
The Key Account Management and Strategy training program is intended for anyone involved in the creation and execution of your key account strategy, notably senior salespeople, key account managers, and sales and marketing managers.
The Key Account Management and Strategy program can be customized in content and duration, depending upon the needs and experience of your salespeople. We encourage sales management to participate so that they can reinforce the sales techniques and sales process with their entire sales force.
Sales Training And Results, Inc. (STAR) provides a full line of sales, sales management, and customer service training programs including customized instructor-led training, online sales training, blended learning, sales coaching and consultation and train-the-trainer programs. View one of our free webinars by visiting our Online Sales Training page.
Key Account Management and Strategy Workshop Objectives
- Define and prioritize major accounts and sales opportunities at these accounts
- Identify and influence the critical decision makers at key accounts
- Develop a sales strategy that capitalizes on your strengths and minimizes your areas of vulnerability
- Learn how to form, lead and use successful sales teams at key accounts
- Understand and follow a key account management planning process that reflects the complexity of these customers
- Apply the sales techniques and major account sales strategy concepts to a real life key account or prospect
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