Pure Sales TM Effective Key Account Management programme gives insightful and highly practical guidance on how best to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs and optimising the return on your distribution investment.
The programme clarifies the key account manager’s role and demonstrates how to rise up the customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key accounts. The programme also covers the need and how to create a ‘key account development plan’, how to increase influence with the decision-makers in a key account through effective relationship management, influencing, negotiating, communicating and how to win new business.
Top Account Managers who have been on the programme have enthused that it was the best, most practical, valuable and commercially focussed development event they have experienced. Entire operating models and internal and external engagement protocols have been re-designed and enhanced as a result.
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