Training Modules

Module 1: Shifting sales paradigm from

‘hunting & hounding’ to ‘farming & feeding’

Module 2: The Role of the Key Account Manager

• Differentiating account management from selling
• Understanding common key account management pitfalls
• Assessing your strengths, weaknesses and unique advantages as a supplier
• Determining the criteria for major account status

Module 3: Knowing your Account

• Researching your customer’s profile for accurate positioning
• Assessing an account’s volume of business and profit potential
• Examining the organization’s structure and politics
• Analyzing the customer's short-term and long-term buying cycles

Module 4: Formulating Account Strategy

• Creating an account plan, setting objectives and strategies for each account
• Developing competitive pricing strategies
• Measuring account profitability
• Using CRM strategies to add customer value and build stronger and more loyal relationships

Module 5: Managing the Account

• Identifying key decision makers
• Influencing and negotiating with multiple decision makers
• Producing effective proposals
• Setting specific goals and objectives for each meeting
• Giving effective and skilful presentations

Module 6: Adding Value to the Account

• Networking and maintaining alliances across an organization to maintain preferred supplier status
• Creating value-added marketing programs for major accounts
• Looking for opportunity – identifying wider sales across the whole account

Module 7: Developing Your Key Account Strategy

• Setting Goals for your Key Accounts
• Developing a plan for your Key Accounts
• Business Plan Template

Module 8: Key Account Movement

• Sensitizing the entire organization about key accounts
• Throwing away rules book for the sake of key accounts
• Writing key account manifesto