ReCh Management Centre - Key Account Planning and Relationship Development - Key Account Planning and Relationship Development - View courses templates

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Key Account Planning and Relationship Development

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Start DateVenue1 Week2 Weeks

Request a dateLondon 2,500 3,600
Request a dateDubai 2,500 3,600

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Course Overview

It costs businesses 14 times as much to win a new customer than to secure contract renewals and repeat business from existing relationships. Businesses rely on their sales professionals to build and maintain profitable relationships with clients. Nearly 80% of an organisation's business comes from 20% of their customers. That is why sales people must be knowledgeable in strategic account development to keep clients happy.

This course is designed for experienced sales professionals who already have an understanding of the sales process but will also welcome people at the beginning of the learning journey in key account planning and relationship management.

Course Objectives

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

Profile and segment your account portfolio using a range of tools
Populate the AIM - account influence and management assessment
Define areas of competitive advantage in a real life case study
Know, understand and apply effective relationship mapping
Establish a “where we are now, where we want to be” structure
Learn and apply the MBLSS action model
Explore and assess the value of a range of quantification / qualification models
Review and build a best practice account planning and relationship development template

Course Outline

Profiling the ideal account
Analysis of existing major accounts
Spiral, comfort, stretch, panic, spiral
Seeing the account as a marketplace
Entry Strategies
Relationship Building
The trusted advisor concept
Multi level selling
Changing Markets
Customer Charter
Buying Influencing Chart
Moving from being an outsider to becoming a business partner

E-Reader Included.

*Course fee is not inclusive of VAT

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