Advanced Key Account Management
5 days|Delivered on request
This advanced programme assumes delegates already work in the field. It goes past the basics into objection handling, key account management and the judgement calls that sit outside consultative selling methodology. At this level the constraint is rarely knowledge. It is judgement under pressure, which matters because customer complaints are logged far more often than they are analysed. Delegates leave able to work confidently with complaint handling, proposal writing and service level design in their own organisation.
What delegates leave able to do
- Bring complaint handling into line with current good practice, measured against consultative selling methodology
- Review proposal writing and say plainly whether it is working
- Explain service level design to someone who does not do the work
- Spot where difficult conversations is failing before it becomes a finding
What the course covers
- Objection handling
- Key account management
- Complaint handling
- Proposal writing
- Service level design
- Difficult conversations
- Pipeline management
Who should attend
- sales representatives
- client relationship managers
- branch managers
- key account managers
- contact centre team leaders
