Key Account Management

«Work more» - this is the formulae for simple sales. But for major sales the other motto is acting – «Work smarter»

Nail Rackham.

Course duration:2 days

Participants: Managers and specialists in the area of В2В-sales

Course goal: To improve performance of work with key accounts through mastering of systematic approach to sales and development of skills necessary for successful management of sales process

Course advantages: Training participants would

• Define principles and specifics for effective interaction with key accounts
• Learn to analyze correctly the structure of decision making group at key account and to develop a strategy for work with it
• Be able to prepare for meetings with clients effectively and to reach set goals
• Master tools and techniques for establishing of positive atmosphere and to call a trust  
• Work-out skills persuasion (gathering of information, presentation of proposal, overcoming of objections) in various «statuses» of the account regarding sales proposal
• Learn how to build relation with client correctly at the stage of after-sales contacts.

Methods for course delivery: Role plays, mini-lectures, brainstorming, discussions, analysis of specific situations – both prepared in advance and suggested by training participants

For further advice and details call us at +7(727)313 77 92.