Key Accounts Management The Master Class

Training Provided by Meirc Training and Consulting This program is designed for Account Managers, Sales Managers, Sales people who are managing Key Account or have limited experience in managing accounts customers in a Business to Business environment. Fundamental sales skills are assumed and will not be covered on this course. This program is worth 25 NASBA CPE s.Improve margins and keep more profit.Prioritize their efforts for maximum results.Develop a sales plan for each strategic key account to fully satisfy client needs and maximize customer value.Lead the buying process and close more sales. Improve human capital utilization.Identify, evaluate and prioritize opportunities for business and relationship development.'

Key Accounts Management The Master Class Key Account ManagementWhat Is a Key Account?Overview of Key Account Management: Business Perspectives and Trends; Customer Expectations; Profitable Growth StrategiesAccount Analysis, a Necessary Step towards Defining and Selecting KA The Single-Factors; the Portfolio; and the CALLPLAN ModelsCost per Call and Break-Even Sales Volume ComputationSelection Criteria and Measuring AttractivenessUse of Resources Versus Cost to ServeThe Key Account Relational Development ModelAccount Planning The Account Planning ProcessDeveloping Account StrategiesStrategy Development ToolsThe Critical Role Of Key Account ManagersBuilding and Leading Effective Key Account TeamsMaximizing Sales through Effective Negotiation Building Long-Term Customer Relationships and TrustPerformance Challenges and Measurement Criteria'

About The Training Provider: Meirc Training and Consulting

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