Designed to further develop the knowledge and skills of sales people who have been selling for a period of time.
The program takes a more comprehensive look at communication and key components of the sales process that will enable the salesperson to achieve more consistent results. These include the development of key business relationships based on growth partnership strategies as an essential part of growing and maintaining market share as well as staying competitive.
Key Account Management involves implementing deliberate relationship strategies designed to create mutual expectation and enhance market penetration through selected customers.
This course covers competencies associated to Key Account Management and will clarify and define the principles of consultative selling. Participants will learn how to establish differentiation between their organisation and their competitors and increase the contribution and loyalty for their key accounts.