Are your sales people struggling hard to meet the exacting requirements of some customers just because they are long-time clients?
Or are they dealing with unreasonable demands only because of shaky expectations that the customer's business will expand "someday"?
Are those demanding customers really worth the time-consuming and expensive attention of your organization?
Obtaining new key accounts and maintaining existing key accounts takes a lot more time and effort than you can imagine. In order to survive today's fierce competition, it is critical to make an objective judgment on who the highly-reliable customers really are - both in terms of sales and profit. This Key Accounts Management seminar will show you how to transform your sales strategy from "passive sales" to "aggressive sales," and further to "value-creating sales."
Your sales performance - and profit results ? will dramatically improve when you master key account management.

*This program is divided into two components: "The Search for Key Accounts" and "Key Accounts Management". Both versions can be customized to fit the customer's individual needs and business environment.
* Both programs require completion of preparation assignments, which will be given out beforehand.

The Search for Your Key Accounts

Benefits of attending

• Understand the advantages of key account management
• Discover the prime key accounts for your business organization (sales)
• Learn the proper approach methodology for your key accounts
• Design an action plan specifically for each of your key accounts

What will I do during this workshop?

The Strategy and Practice of Key Account Management

Benefits of attending

• Make collecting information on your key accounts easier
• Establish the analysis method for your key accounts
• Build a strategic approach toward each of your key accounts
• Learn the most effective selling skills to use with your key accounts

What will I do during this workshop?