Account Management

Helping you get the most, over time, from the vital few Managing and building key account business has never been such a challenge. High customer expectations, aggressive competition, escalating complexity of offerings and relationships - all demands on the account manager, who needs to be equipped with the best skills and approaches to achieve business and professional excellence.


This highly interactive and practical workshop will refine your skills for developing and delivering value for your key accounts and your organisation, whilst giving you robust tools and processes to manage through the complexity of working with key accounts. Out of complexity comes simplicity, and out of that simplicity comes clear focus enabling you to achieve excellence in your role.


Who will the course benefit?


Key account salespeople who need to plan and grow their key account business. Sales managers leading new or evolving key account teams.  


Course Objectives:


To provide skills, methods, and techniques required to work effectively and confidently as an Account Manager.


Course Duration: 2 days


This course will enable delegates to:


  • Plan a key account strategy and activities
  • Select key accounts objectively
  • Create value that builds stronger and more profitable relationships for both parties
  • Develop multi-level relationships to help protect and grow the account
  • Assess critical internal relationships, pivotal to customer delight
  • Use situational analysis tools and planning techniques to maximise opportunities and optimise negotiations
  • Identify and assess the key knowledge required and the sources of information and resource that will impact on your effectiveness


Full course description:

account management.pdf
Adobe Acrobat document [319.0 KB]

Contact us

Advocate Training & Consultancy
Fern House The Street Little Totham
Fern House, The Street
Maldon, Essex CM9 8JQ
Phone: 01621 892800 01621 892800
E-mail address:
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