TAILOR MADE TRAINING (IN COMPANY)
Welcome to our Account Management training course! This dynamic course is designed to equip professionals with the essential skills and knowledge needed to be successful in managing customer relationships and driving business growth.
During this intensive course, participants will learn how to communicate effectively, think strategically and understand and fulfil customer needs. Whether you are an experienced account manager looking to sharpen your skills or new to this exciting field, our course provides practical insights and tools that can be applied immediately in day-to-day practice.
Prepare to broaden your professional horizons and take your career to new heights with our Account Management training!
THE KEY OBJECTIVES
1. Being better prepared as an Account manager for every sales meeting.
2. Get more out of your current market potential and customer contacts.
PROGRAMME
Introduction
Mission of an Account manager?
Segmentation
- TAM SAM SOM.
- Several useful criteria to segmentation.
- Customer rating : A – B- C -D customers.
- One strategy per type of customer.
- Positioning = adapted targets.
Drawing up the Account plan
- Analysis of the current situation.
- Formulation of account targets.
- Determination of account strategy.
- Formulation of actions to be taken.
- Calculation of financial implications.
- Relationship monitoring.
From opportunity meeting to successful meeting
- Preparing your meeting.
- Who is your customer?
- Who is your interlocutor?
- Actions to prepare?
- Objectives to be achieved from your Account plan?
- Mapping of your DMU.
- Input = output.
- What to ask questions about?
Networking
Using your current clients’ relationships to find new clients &/or projects.
Individual action plan and decision
TRAINING METHOD
Discover
Prior to the training, we have a conversation to determine the needs of the organisation, gain insight into current working methods, the account manager’s business mission, the segmentation method and obtain concrete examples of prospects. Individual expectations of the participants are also gauged with a preliminary assessment survey.
Deliver
- Hands-on 1/2-day in-company training.
- Mnemonic sheets with tips & tricks.
- Action plan and objectives to be achieved.
Decondition
VAH Consulting offers various opportunities to further apply the skills and techniques learnt in the future. Feel free to contact us for more information.
Check out the complete training offer of VAH Consulting.
More info
Contact us for more information. If you would like more information on the content, you can always request an appointment with no obligation.
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