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ACCOUNT MANAGEMENT

Building and maintaining the relationship with the Client

Building and maintaining the relationship with the Client

Building and maintaining the relationship with the Client

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“The man who will use his skill and imagination to show how much he can give for a dollar, rather than how little he can give for a dollar, is destined for success.”

“The man who will use his skill and imagination to show how much he can give for a dollar, rather than how little he can give for a dollar, is destined for success.”

“The man who will use his skill and imagination to show how much he can give for a dollar, rather than how little he can give for a dollar, is destined for success.”

(Henry Ford)

(Henry Ford)

(Henry Ford)

What is

Account Management is a highly experiential track for developing negotiation and relationship skills with assigned clients in the portfolio.

To whom is it addressed?

The course is aimed at Sales and Marketing Managers, Sales Managers, Salespeople and Agents.

Goals

The objective of the course is to enhance the ability to sell, negotiate and maintain the relationship with the Customer.

In particular, it enables learning and development of the skills of:

  • Build and maintain relationships with assigned clients;
  • Advanced sales and negotiation;
  • performative communication;
  • Working with clients from different countries and cultures;
  • Figure out how to differentiate themselves from competitors;
  • Communicating the value of one’s solution;
  • Argue and support the price;
  • Use economic and financial arguments in selling;
  • Lead successful negotiations by finding win/win solutions.

Contents

The “Account Manager” training module is a structured model for managing major accounts and addresses the most important topics in the sales process:

The strategic sales plan for key customers

Knowing the customer’s decision-making processes

From strategy to business action plan

Customer portfolio management

Behavioral and tactical aspects of business relationships with customers

Relationship, communication and negotiation with key stakeholders

How to maintain the relationship and build customer loyalty

Methodology

Classes will consist of 8-10 participants.

The methods used during the course are a mix of experiences and Action Learning.

In particular:

    • Storytelling: telling yourself and your story
    • Cross Feedback
    • Cases
    • Autocases
    • Role-Play
    • Team exercises

All participants will be given the essential bibliography for the course.

Benefits

Participation in the “Account Management” course will enable participants to improve their performance in the area of sales activities and in particular:

METHOD

MARKET SHARE

INCOME

Define and adopt a method of sales and relationship with key customers

Increase its market share in key customers

Increasing the profitability of key customers

Benefits

Participation in the “Account Management” course will enable participants to improve their performance in the area of sales activities and in particular:

METHOD

Define and adopt a method of sales and relationship with key customers

MARKET SHARE

Increase its market share in key customers

INCOME

Increasing the profitability of key customers

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    UNCONVENTIONAL TRAINERS

    We like to call ourselves that – unconventional. Don’t expect easy people. You will be dealing with experienced and very demanding trainers and coaches who do not please the people in front of them, even if they are clients.

    Trainers who invite thinking, deepening, achieving results for which it takes commitment. Real experts, not assumed ones.
    Trainers available to support our clients even after the classroom, through dedicated socials, to help them apply the teachings in their everyday work.

    There will be no shortage of feedback.

    EMOTIONAL INVOLVEMENT

    Participation in our courses remains etched in memory because of the strong emotional involvement. Emotions facilitate learning.
    We start from experiences, from which we deduce lessons. Our experiences are never trivial and are the result of more than two decades of creative activity in the field of adult education.
    The active involvement of all participants is always the most qualified part of our training. Our classrooms have few participants; everyone has to rehearse and is constantly involved.

    CONCRETE

    Concreteness means focus; we concentrate on a few things, the most important, so as to make the most of the time.
    Concreteness means ensuring people’s learning goals. If this is not the case, we are ready to refund the participation fee or provide a new course free of charge to complete the learning.
    Concreteness means providing people with a “toolbox”: the essential tools to put the skills learned into practice immediately in their job role.