Account Management

Overview

This Account Management course teaches delegates how to analyse existing business and plan where to develop new business.

Target Audience

Account handlers or sales representatives who want to plan their time more effectively, prioritise their accounts and develop the business in their key accounts.

Outcomes

To learn how to analyse existing business
Plan where to prospect for new business
To prioritise Key Accounts
To agree the ‘Best Practice’ for optimum productivity
To review and improve their Key Account Plans
To understand how to plan journeys and time effectively

Course Contents

The contents may include the following topics:

Prioritisation of key accounts, size (pareto effect) and potential (selection grids)
Decision makers and influencers
Account Development Strategies
Productivity
Development of Account Plans
Journey planning
Time management