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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.
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.
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.