DUBLIN--(BUSINESS WIRE)--The "Managing Major Accounts" training has been added to ResearchAndMarkets.com's offering.
This course has been designed to develop and refresh the range of skills and techniques needed to proactively manage (rather than react to) our existing clients needs and to turn high value, major clients into long-term business partners.
Developing and implementing effective and pro-active account plans for Major Accounts is essential, if profit and efficiency opportunities are to be maximised.
Course Objectives
- Identify more added value contributions' to be made to clients business
- Improve further on the companies' competitive position
- Identify additional business development and new' profit opportunities
- Develop and refresh negotiation skills
- Develop and refresh objection handling and Closing strategies
Key Topics Covered
Day One
09:30 - 10:00: Coffee & Course Objectives
10:00 - 11:00: Communication Skills
11:00 - 12:00: The Major Account Management Process: A repeatable, visible and systematic approach
12:00 - 13:00: How to reveal and make added-value contributions' to the Clients' business
13:00 - 14:00: Lunch
14:00 - 15:30: The Clients Perspective
15:30 - 16:30: Penetrating the Account: Are there any other key players?
16:30 - 16:45: Summary & Action Plans Agreed
Day Two
09:30 - 10:00: Day One Review and action points arising
10:00 - 11:00: Determining Major Account Strategies and Plans
12:00 - 13:00: Where do you want to be? How do you intend to get there?
13:00 - 14:00: Lunch
14:00 - 15:00: Creation of a working plan to maximise on what is already known of the client and what is currently available within the organisation that would meet an existing need
15:00 - 16:00: An opportunity to practice sharing your ideas with your client and negotiating to a satisfactory close
16:00 - 16:30: Action Plans Agreed
For more information about this training visit https://www.researchandmarkets.com/research/jsbgd7/2_day_course?w=4
