/var/www
/
/

Marketing PR & Sales

Managing Key Accounts

Account Management for Innovation & Action

In-House Programmes

What's so different about this programme?

Public Programme Dates & Schedule

Dubai:  24-26 Sept'17, 3-5 Oct'17
Abu Dhabi: 22-24 Aug'17, 5-7 Nov'17
Doha: 17-19 Sept'17, 3-5 Dec'17
 
 
Duration:3 Days
Locations:Abu Dhabi, Doha, Dubai
Fees: AED 5985
 

Who Should Attend:

  • Experienced Sales Directors, Sales & Accounts Managers seeking to brush their Client Relation Skills
  • Corporate Executives
  • Advertising Managers
  • Business Development Managers

Course Objectives

  • Study the dynamics of account management and deeply understanding your clients’ needs and buying behaviours
  • Key areas pertaining to handling customer complaints and grievances
  • Setting a benchmark for creating the goals and objectives of the key account manager
  • A strategic insight to achieving better sales results and higher profit margins
  • Study and comprehend the different types of buying conduct and its impact on buying choices.
  • Ways to polish your negotiation skills.

What will you gain?

By the end of this course you will be able to: 
  • Adapt to your ever-changing and versatile role as an account manager
  • Plan and analyse a process to manage your key accounts successfully
  • Implement ways to create, build and maintain positive working relationships with your customers
  • Define, understand and execute the main functions and practices of a key account manager.

Course Content

Day 1 
  • Overview and definition
  • The way of influencing
  • How is managing accounts measured?
  • 20-80 Rule
  • Skills
    • Developing Strategies
    • Situational Analysis
  • Studying GAP Analysis
  • SWOT Analysis
  • PESTLE Analysis
  • Values and Principles of a Key Account
  • How would you position yourself?
  • Customers to influence
 Day 2 
  • The Customers
    • Who are your customers?
    • Defining customer needs and expectations
    • Identifying customer needs and expectations
    • Owning your accounts – Taking responsibility
    • Customers’ needs – Pyramid and Hierarchy
  • Marketing Management
    • Definition
    • Marketing vs. Selling
    • Fundamentals of Marketing Mix
    • The PLC Framework
    • What is your Unique Selling Proposition?
  • Maximising on Relationship Management – building, managing and maintaining
Day 3 
  • Client Consultation
    • Prepping for meetings
    • Most important factors to discuss in a meeting
    • Making the most of these meetings
  • Powerful Negotiations
    • Prepping for negotiations
    • Different Stages
    • Rules
  • Winning Proposals for the go-getters
    • Prepping and designing
  • Self-Motivation Techniques
    • Staying positive
  • Wrapping up and way ahead.
 


Our Clients

Downloads

English

Company Brochure
Company Brochure
Top 20 Courses
Top 20 Courses
Public Calendar
Public Calendar
Nationals Development
Nationals Development English

عربي

Arabic Profile
Arabic Profile
Top 20 Courses
ﺑﺮﺍﻣﺞ ﺗﻄﻮﻳﺮ ﺍﻟﻜﻮﺍﺩﺭ ﺍﻟﻮﻃﻨﻴﺔ