2017-07-23
ReCh Management Centre - Account and Client Management - Account and Client Management - View courses templates

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Account and Client Management

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Start DateVenue1 Week2 Weeks

Request a dateDubai£ 2,200£ 3,500

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Course Overview

Most markets and industries are operating in an increasingly crowded market space. For many, the option of further reducing price to compete is simply not an option. Survival in today’s market place is dependent on many more elements than price alone. You have to be able to differentiate yourself and your products and services to survive. In a message overloaded market place…your messages have to cut through.

Course Objective

At the end of the course delegates will be able to:

Understand the importance of managing change to improve performance;
Differentiate institutions from organizations;
Describe the basic procedures for identifying and resolving; institutional/organizational constraints
Identify and explain key lessons from actual experiences in change management programs within developing country perspective

Course Outline

What is a Key Account?
Targeting and identifying your market place
The elements of persuasion
Creating compelling communications
Differentiating your offer
The Buying Model
Buying psychology what influences the buying pr ocess?
Short and long term buying cycles
Decision making processes
I dentifying and satisfying objective and subjective needs
Building Value
What is added value and why is this so often confused with reducing margins?
Identifying value drivers
Securing Appointments
What to do what to say
Managing nerves
Dealing with gatekeepers and blockers
Maintaining Client Engagement
Negotiation

E-Reader Included

*Course fee is not inclusive of VAT

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