Upcoming Course Dates

Vienna  5-star location to be advised 25-26 November	A complete Action Kit of tools and techniques for achieving profitable key supplier status
Warsaw  5-star location to be advised 1-2 December

Please visit the event website.

With relatively few large customers accounting for a large proportion of an organisation’s sales, success is increasingly dependent on them. For the sales organisation, the key to making such a long-term relationship work is to gain an understanding of the business issues that the partner is facing, and offer solutions that make financial sense. This 2 day programme provides the tools and processes that enable you to engage more strategically with your larger customers – and your own support organisation – in order to build a more mutually profitable and sustainable relationship.

Working on case studies and exercises related to real life , course participants will develop their analytic skills thereby gaining additional insight into their key accounts. Further, their ability to implement their plans will be enhanced  through the sharpening of communication skills based on a well established
model of how the brain works.

Seminar Focus

•  Defining the characteristics of key account
   Defining the characteristics of key account
•  Moving the account through the relationship states to achieve a sustainable competitive advantage.
•  Understanding the impact of their behaviour on the key account.
• Identifying the difference between the traditional sales role and the key account manager.
• Highlighting the skills required to successfully manage the internal and external environment.
• Developing the tools to influence key relationships.
• Practicing the skills and develop the use of the tools through simulations.