Description
More returns from targeted customer relationships
A successful account strategy starts with insight and making choices. During the practice-oriented training Strategic Account Management with impact, you will learn to select accounts in a strategic manner and then build optimal, sustainable customer relationships with returns. Personal attention is very important; you really have to get to know your customer – and his business and business processes. By creating continuity in your account relationships, you, as an account manager, make a difference for your customer and for your company.
This training is perfect for ambitious field service employees who are ready for the next step in their career in account management.
Desired result
As an account manager you want:
- Get more return from your relationships with your customers.
- Make informed choices.
- Learn how you can make optimal use of your talents as an account manager.
- Gain more insight into and influence your customer's decision-making process.
- Applying practical skills that have a lasting effect.
- Achieve better results with new and existing accounts!
This intensive training, based on decades of sales expertise and proven insights into (behavioral) psychology, helps you to be structurally more successful in managing your accounts.
Learning objectives and topics
The following topics are covered in this training:
- Select accounts
How do you determine account selection criteria? What choice do you make?
- Strategic account management
How do you deal with your accounts in a results-oriented manner? How are you and remain relevant to your customer?
- Account plan
How do you develop a winning account plan?
- Difficult to reach person
How do you make contact with people in strategic positions?
- Transactional versus transformational selling
What do you think is important: quantity or quality? Do you go for numbers and euros or for inspiration and confidence?
- Increase insight and influence purchasing behavior
How do you gain insight into purchasing processes and purchasing behavior of your customers? How do you influence the purchasing behavior of relevant parties, such as decision makers, buyers or more complex DMUs?
- Present
What skills are you developing to share your vision and mission with your strategic accounts? - Relationship Management
How do you ensure a sustainable relationship that benefits both parties?
Personal support
After completing the training, the trainer is available for online personal support. For example, to briefly discuss practical situations by telephone or email. So nice!
Length of time
This training consists of a total of four intensive training days. We always plan 6 to 8 weeks between the different modules, so that you have enough time for the interim implementation assignments.
Attendees
This training has room for a minimum of 4 and a maximum of 8 participants.
Certificate
Upon successful completion of the training, the participant will receive proof of participation in the form of a certificate.