Strategic Account Management Training
Leveraging Repeatable Best Practices
Quick Reference To This Page: Needs Addressed | What The Program Accomplishes | How The Classes Are Structured | Who Should Attend | Where Classes Are Held | When You Should Train | How Much The Training Costs
Needs
Addressed
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There are three fundamental needs addressed by this training:
- Strategic account managers need to be extremely proficient at planning, organizing and controlling every aspect of a key account engagement.
- Great sales persons need to be trained in order become great strategic account managers, it does not necessarily come naturally.
- On the job training could jeopardize valuable account relationships.
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What The Program Accomplishes
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A two day training program with two principal objectives:
1) Improve the participant's ability to manage a key account.
2) Improve the participant's ability to increase their company's role in the client's value chain. Note: these courses are not publicly offered, i.e. they are tailored to the specific needs of our clients.
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How The Classes Are Structured
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The course has three basic components:
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Customer Understanding: Discussions and exercises about how to discover, understand and apply information about how companies are structured; their business drivers; their strategic sourcing issues; their buying practices; etc.
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Best practices: Discussions and exercises related to how successful strategic account managers gather information; analyze the competition; develop strategies; and execute strategic account plans.
3) Tools: Hands on use of our account management software, WIN IT®, in order to create a baseline plan for one of the participant's own accounts.
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This Course Is Valuable For Anyone Who:
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Currently manages one or more large accounts.
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Sales professionals who aspire to becoming more productive strategic account managers.
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Sales managers who are responsible for large accounts.
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Where The Classes Are Held
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The courses are normally conducted at our client's facilities or at a hotel convenient to our client.
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Whenever a company wants to establish a first class, standards based, strategic accounts organization.
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How Much The Training Costs
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Pricing is subject to a number of variables (number of courses, number of delegates per course, degree of customization, etc.). Please contact us at 443-535-0510 (US) to discuss.
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