Account Management & Meaningful Account Planning
Objectives
- To understand the skills and techniques of Account Management
- To understand the need to plan effectively
- To understand the principles and process of Account Planning
Likely Duration - 2 Days
Target Groups - Account Manager or National Account Manager
Content
- Account Development styles.
- Understanding basic finance in an Account.
- Types of Organisational structure
- Account measurement
- Business and Personal
- Major Account Negotiations.
- Account Presentation structure.
- Buyer/Seller positioning.
- Explanation of the “B.O.M.M” principle.
- Effective S.W.O.T. analysis.
- Setting S.M.A.C objectives.
- Role Plays