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Account Management – How to think strategically to increase sales

Course Summary

This programme has participants working on one of their own accounts whilst learning the “structured process” required to be more strategic as an account manager.
 
Using an easy to remember model, participants will experience and apply the four parts of the model to their world, which will help with the implementation back into their workplace.
 
Participants will learn how to plan more effectively by considering all the factors that affect their success and their client’s success.

Topics Include

  • Understanding the role of an Account Manager
  • Behaviour vs. Impact
  • The five roles of an Account Manager
  • The Structured Process
    • Gathering Information
    • Formulate a plan
    • Implement a Plan
    • Review Results
  • Push vs. Pull Strategies
  • Face To Face Selling Skills
  • The 3 x 3 SWOT
  • Selling vs. Negotiation
  • Building Strong Relationships

Course Outcomes

At the end of the programme participants will be able to:
  • Appreciate the roles of an Account Manager
  • Plan strategically for their existing accounts
  • Use a proven system to gather data about clients
  • Sell more confidently
  • Be more structured in their sales approach
  • Recognise the importance of planning
  • Demonstrate the skills taught in the programme
  • Recognise the importance of internal relationships to implement a plan
  • Identify the importance of negotiation in the sales process

Format

We understand the importance of being flexible in terms of delivery. Therefore this programme is run as a 3 day programme or as 6 x 4 hour modules
 
 
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Postal Address:
Suite 56, 78 William Street
Sydney NSW 2011
Ph: 02 8221 9781
Fax: 02 8078 6170

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