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Key Account Development

Intelligent Account Management

Your company's key accounts are your competitors' key prospects. Your profits depend more on acquiring, protecting and developing key accounts than on any other single activity. During the course you will learn how to identify 'who's who in the zoo' in terms of organisation structures, politics and power and how to motivate key influencers and decision makers to help you beat the competition.

Who will benefit?

Anyone responsible for managing key customer relationships including key account managers, national/major account managers, field/national sales managers, sales or business development directors. Note: this course does not cover basic selling skills and it is assumed that delegates are fully trained/experienced in fundamental sales techniques.

High spots

  • Apply TACK IQ to your own accounts - this easy to use electronic account development system enables key account managers to save time, consolidate critical business information, plan their strategy and ultimately deliver profitable key account business. The system is totally flexible and you can use the elements you find most valuable to research your key customers, assess where the power lies, forecast revenue and plan tactical activities
  • Drill Down to FIND Solutions - become a skilful investigator by employing TACK’s powerful questioning model. Use our 4 phase questioning technique to get to the heart of your customers’ unidentified and identified needs

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Participant opinions

Situational Self Leadership

The training gives a thorough overview on situational behavior and the leadership style matching development level. It also helps to deepen and use consciously the effective communication.

Viktória Pöll - Kraft Foods Kft.

Communication

What I learnt here will help me in my everyday life.

Ferenc Décsi - JCI