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
This Managing Major Accounts (2 day course) course is available throughout the UK.
CPD Value 11 Hours
Course Benefits
By the end of the course delegates will be able to:
- Evaluate their Major Accounts and re-assess the internal and external factors which will impact future events.
- Analyse and use a client-driven approach to future planning.
- Measure and plan qualitative and quantitative aspects of the management of their major accounts.
- Set suitable objectives to optimise value from these accounts.
- Develop a realistic strategy and plan for achieving it.
- Determine an effective account penetration strategy.
- Determine how to make more effective contributions to the Major Accounts business.
Our Edinburgh training venue
PTP's courses take place at the Edinburgh Training Centre in the heart of Edinburgh.
PTP's Edinburgh venue is conveniently located just off the Royal Mile, only a few minutes away from Edinburgh Waverley train. It has free wi-fi and unlimited refreshments throughout the day. The lunch buffet which is included in all full day PTP courses is excellent.
Address
Edinburgh
Edinburgh Training and Conference Venue
16 St. Mary's Street
Edinburgh
EH1 1SU
This course is available in the following locataions:
Managing Major Accounts (2 day course) London
Managing Major Accounts (2 day course) Bristol
Managing Major Accounts (2 day course) Manchester
Managing Major Accounts (2 day course) Nottingham
Managing Major Accounts (2 day course) Birmingham
Managing Major Accounts (2 day course) Leeds