Major Account Management
LEARN TO MANAGE AND MAXIMISE PROFITS FROM MAJOR ACCOUNTS
Objectives : What will Delegates learn : Who will Benefit : Fees: View pdf
This course answers the question “what is a major account?” and shows how to achieve the maximum profitability from it and manage it for the long term.
Course Duration: 2 Days in total (Residential 1 Night)
Objectives and Methods of this sales training course
As major accounts come in all shapes and sizes Major Account Managers need to know how to develop strategies that are appropriate to the type of account they are to manage.
This course is presented by a Course Director with years of experience of managing these types of accounts and includes real life case studies, film material and CCTV for analysis of the practical scenarios contained in the program. The course shows how to manage a decision making unit and present proposals that deal with all their needs leading to successful negotiations.
What will Delegates learn on this sales training course?
- Understand how buyers make major purchasing decisions
- Know who the decision making unit is and who has the authority
- Developing major account strategies
- Presenting the proposal to small and larger groups of buyers
- The art of successful negotiation
- Aim for the maximum, but how and when to give concessions
- How to reach an amicable agreement and close the deal
Who will benefit from this sales training course?
Sales people who deal with large complex accounts that contain more than one decision maker. Also people who are moving into a major account environment. People who support the sales effort for example pre-sales support engineers Service and Sales Managers would also benefit from this interactive program.
Fees for this 2 day sales training course (maximum 9 Delegates)
£460.00 per delegate (exclusive of VAT and hotel accommodation)
Click here to view our pdf Booking Form
OUR COURSES
- Course Profile
- Customer Focus
- Principles of Selling
- Cost Effective Selling
- Major Account Management
- Winning Presentation
- Team Leader
- Effective Manager
- Health and Safety
- In-Company Programmes
Management Services
- Training Audits
- Personality Profiling
- Pre-Training Interviews
- Planning for Excellence
- Post Training Support