Managing Key Accounts



This one day training workshop will examine the qualities needed to “Manage Key Accounts”. The “hands-on” approach will concentrate on the relationship between the accounts holder customers, whilst looking at outside issues that could influence that relationship.

This is for experienced sales people, managers and consultants who have the responsibility of developing a portfolio of high value key account clients.

What Topics Are Covered

 Regular Customer Service Calls
 Building a Relationship
 Pressure Point Matrix and the Decision Makers
 Internal Customers
 Destroying the “Them and Us”
 After-Sales Service
 Handling Complaints and Problems
 Customer Care Strategy
 Exceeding Customer Expectations
 Monitoring the Account
 Developing the Account

Course Benefits

• Identify how managing key accounts differs from other sales activities
• Establish and qualify main decision makers
• Identify the actions, which must be undertaken to develop both existing and potential key accounts

Related Course

Customer Excellence CODE: EGTL – 034

For more information or to book any of our courses
Call: NG +234 (0) 812 0009288, 08107561680, 08131521826