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Profitable Account Management
 Profitable Account Management
 

PROFITABLE SALES ACCOUNT MANAGEMENT

The best source of Key Account Management Training

A hands-on one-day course with free e-learning revision after your training and pre-course online skills testing. Free bespoke course design is also available for private classes if the content needs to be adjusted
See Our Latest Reviews on TrustPilot:
CPD CERTIFIED COURSE
CPD accredited course

Note: this Profitable Sales Account Management course is CPD certified.
It is delivered as a classroom course with FREE post-course ONLINE revision.
This means that not only has it been rigorously assessed in terms of content and quality, but it comes with a FREE CPD Certification certificate, as well as an Activia diploma of completion.
We are a corporate member of the CPD: the highest level of association available.

COURSE OUTLINE

Full details of modules and topics covered in this one-day course

Blended learning
FREE E-LEARNING REVISION

Note: Free e-learning revision is available with this course: 12 months of access for each delegate on scheduled public (open) classes and standard on-site/private classes (not available for bespoke courses) .

DURATION

This is a one-day training course structured into 11 modules

COURSE AIMS

With all the money and effort that goes into attracting new customers it makes sense to look after the ones we have. This one day course is designed to assist any sales account manager in building stronger long term relationships with their customers and realising the full potential of that partnership. There are common mistakes that account managers new to the role (and many experienced ones) make which can stifle future growth. We will cover these and how to avoid them whilst guiding you towards profitable best practice by ensuring you have the fullest possible understanding of your customers’ requirements.

TARGET AUDIENCE

Anyone who is involved with creating, managing and developing relationships with customers, and who wants to develop a solid understanding of the reasons for, and the skills involved in, maximising the commercial benefit of these relationships.

LEARNING OBJECTIVES

By the end of this workshop, delegates will be able to:

  • Recognise the importance of identifying new key account customers and understand how to find them
  • Build profitable relationships with new and existing contacts that last
  • Write engaging, persuasive, clear and concise sales proposals
  • Manage the expectations of key account customers and deliver on those expectations
  • Develop a sales strategy to get the most out of their contacts
  • Confidently negotiate in difficult situations to ensure a win – win result


Want to see prices and options for delivery of your training?

MODULE 1:  Introduction and Course Overview
MODULE 2:  Identifying Key Accounts
Learning outcomes:
Know how to define what is and what isn't a key account by examining criteria that sets customers, prospects and accounts apart.
Topics covered:
  • What is a Key Account?
  • Assessing the Value of a Key Account
  • Your Key Account Hit List
  • Who Should We Spend Our Time With?
MODULE 3:  Building Profitable Relationships
Learning outcomes:
Identify the Influencers and Decision Makers, and know how to prospect and influence the best outcome.
Topics covered:
  • Identifying Key Individuals
  • Prospecting
  • Influencers and Decision Makers
  • Talking to the Right Key Individuals
  • Making that Good First Impression
  • How to Win Friends and Influence People
  • Dale Carnegies Six Principles of Relationship
  • Whats In It For Me? (WIIFM)
  • Honesty and Integrity
MODULE 4:  Writing Effective Proposals
Learning outcomes:
Use basic key prompts and templates to help you define clearly and accurately "what's in it for them" in your proposals.
Topics covered:
  • How to Construct a Proposal
  • Important Factors to Consider
  • Putting it all Together
MODULE 5:  Managing Customer Expectations
Learning outcomes:
Understand what your customers want, and set realistic expectations so they can be managed in a professional way.
Topics covered:
  • What Do Customers Want?
  • Setting Clear Expectations
  • Dealing with Unreasonable or Unrealistic Expectations
MODULE 6:  Planning Customer Contact
Learning outcomes:
Understand the clear expectations that customers have, and know how to set and manage those expectations.
Topics covered:
  • The Benefits of Planning Contact with Our Customers
  • Tips for Planning Contact with Customers
MODULE 7:  Developing Your Key Account Strategy
Learning outcomes:
Know how to best describe your customers and set plans that formulate a strategy which targets long term loyalty and stronger relationships.
Topics covered:
  • Putting Your Strategy Together
  • Types of Key Accounts
  • Setting Objectives
  • Action Points: Steps to Success
MODULE 8:  Negotiation Tactics
Learning outcomes:
Know and use the concepts of positional bargaining, the strengths of what you offer, what's in it for them, and see how to develop your plans.
Topics covered:
  • Problems with Positional Bargaining
  • Open up the Negotiation
  • 11 Points for Better Negotiation
  • You Have Alternatives
  • Reverse Psychology in Negotiation
MODULE 9:  Meetings and Your Time
Learning outcomes:
Create meaningful and profitable objectives for business meetings, which can be one of the greatest opportunities for increasing sales.
Topics covered:
  • Getting a Face to Face Visit
  • Bad Practice with Customer Visits
  • Justifying the Meeting
  • Objectives for the Meeting
MODULE 10:  Successful Customer Meetings
Learning outcomes:
What to do before, during and after the meeting to maximise the benefits and get results.
Topics covered:
  • What to Do Before the Meeting
  • What to Do During the Meeting
  • What to Do After the Meeting
MODULE 11:  Your Personal Action Plan

Want to see prices and options for delivery of your training?

NEXT CLASS DATES
Sales Skills: Profitable Account Management
Aug 29, 2019
Birmingham Queensway
£249
Book Now
Sep 13, 2019
Manchester Piccadilly
£249
Book Now
Oct 4, 2019
Leeds West One
£249
Book Now

Don't see a date you want?

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DELEGATE FEEDBACK FOR OUR
PROFITABLE ACCOUNT MANAGEMENT COURSE

AVERAGE REVIEW: 4.8 out of 5  BASED ON 16 REVIEWS

Jo Eade
, Jul 2 2018
"It was good that it was a small class as this allowed us to focus more on the areas that were important to us."


 
Course rating of 5 stars
Sophie Tovey
, Jul 2 2018
"Gareth really took time to understand what it is we do and how the training can help us, he was a great trainer and I felt the day was a very worthwhile one."


 
Course rating of 5 stars
Sarah Wilson
, Jun 18 2018
"Sandy was a really great trainer. "


 
Course rating of 5 stars
Sarah-Jane Keating
, Feb 27 2018
"Vivienne is a brilliant trainor! Very helpful and informative! :-) "


 
Course rating of 4 stars
Bethany Burns
, Feb 27 2018
"Great central locations for the offices. Very knowledgeable trainer who was very helpful in relating the items to the work areas of the people on the course that day which was great and much appreciated. Work book to take away was good and the certificate afterwards is useful. "


 
Course rating of 5 stars
Elysha Sevier
, Nov 6 2017
"Excellent tutor. "


 
Course rating of 5 stars
Patrick Duffy
, Jun 16 2017
"the trainer Stuart was absolutely brilliant, in his covering of the training brochure and giving a better understanding of the terms being used in the book. would highly recommend this course and the trainer to friends and colleagues."


 
Course rating of 5 stars
Francesca Lessels
, Apr 25 2017
"I really enjoyed the day and felt like I achieved everything I set out to. The trainer was lovely and I would use her again."


 
Course rating of 4 stars
Rachel Smith
, Jan 16 2017
"It was a really informative day, the trainer was great, and the facilities were very good."


 
Course rating of 5 stars
Lee Draper
, Nov 23 2016
"Claire was a fantastic trainer."


 
Course rating of 5 stars
Thomas Clayton
, Nov 23 2016
"Claire was a great trainer and everyone at the venue was friendly"


 
Course rating of 5 stars
Gemma Mclaughlin
, Jun 13 2016
"Great course, learnt a lot and felt more compfortable in what i was doing was correct."


 
Course rating of 5 stars
Tim Knott
, May 16 2016
"I enjoyed the course and found the trainer to be passionate and knowledgable"


 
Course rating of 4 stars
Ben Washburn
, Feb 2 2016
"Roy the Trainers was extremely good."


 
Course rating of 4 stars
David Caldwell
, Oct 1 2015
"I enjoyed the training content which will be very useful to me."


 
Course rating of 5 stars
Jayne Blundell
, Dec 10 2014
"Very worth while course with very able trainer"


 
Course rating of 5 stars

MORE INFORMATION FOR
PROFITABLE ACCOUNT MANAGEMENT

Blended learning
FREE Online Revision

With our latest Sales courses, you get free online revision for a full 12 months after your class so you can reinforce the knowledge you have gained.

Access is simple: go to www.activia.co.uk/login/ and log in using your email address.   This will give you free access to our e-learning revision modules.

Note: These have been developed and written exclusively by Activia to maximise effectiveness, by matching the online content exactly to what you cover in class.   We hope you have fun, on the day of the course and with honing your knowledge afterwards!

General Information

All Activia key account management training has been created, reviewed and developed to ensure up to date provision and constantly improving standards of content. Our Sales training is interactive and classroom-based which maximises learning through the ability to ask questions and discuss specific issues.

Class Sizes

Maximum class size for Sales courses is 10 delegates, which ensures that attendees get adequate time for personal attention from the instructor. At some of our centres, the maximum class size is 12 delegates.

Note that we never cancel our scheduled classes -- even if there are only one or two delegates -- so once you have booked, your place is assured.

For training at your offices, we can deliver classes of up to 15 delegates, though with bigger class sizes you must understand that there is less time for questions from delegates, and this may affect the quality of their experience.

How to book
Course, dates and delegate numbers
Decide on the Sales course you want, the date(s) you can attend, and the number of delegates involved
Training location
Also decide whether you want training at your offices or at one of our centres
Speedy course booking
You can use the Speedy Quote option to contact us for a quick price, or you can book online from the schedule on this website
Call us
if at any time you want help or advice, or you want to book on the telephone, just call us on 0333 6000 111 to speak to one of our friendly training advisors

Note: With non-credit card bookings you must sign and return a Booking Form before we can confirm your training.

Also note: If you are a private individual you must pay by credit card at the time of booking.

The confirmation process
Course places allocated
Your place is allocated, along with the trainer, workbooks and exercise files if appropriate
Booking confirmation
You receive an official confirmation, with joining instructions (and directions if it's at our centre)
Training invoice
You receive a VAT invoice

Note: Please allow 1 - 2 working days for your confirmation and invoice.

What happens on the day

If you are coming to our centre, dress code is smart casual.   Refreshments in the form of tea/coffee will be provided for morning and afternoon breaks, but please note that we do not provide lunch.   The timetable is as follows:

9:15

ARRIVAL TIME

9:30

TRAINING STARTS

11:00

MID-MORNING BREAK



1:00

ONE HOUR LUNCH BREAK

3:15

MID-AFTERNOON BREAK

4:30

WRAP UP

Note: break times can vary according to the needs of the training, and course duration for smaller class sizes are usually shorter because fewer delegates have fewer questions !

For training at your offices, this itinerary can be varied by prior arrangement.

What you get

With your Sales training course from Activia, you get a free workbook, so you can review and revise afterwards to reinforce your knowledge. With all courses, you are also given 12 months access to free online revision which will further help you to reinforce the lessons you have learned.

Every delegate on a Sales course also gets an Activia Training Attendance Certificate.



GET IN TOUCH

Call us on:
0333 6000 111

   You can Email us direct (You'll usually get a response within 2-3 working hours)
   Or fill out the details below and we'll be in touch very soon:
SEND MESSAGE

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