Key Account Management for Non-Specialists
2 days|Delivered on request
Key Account Management for Non-Specialists is built for delegates who need to be useful in this area quickly. It starts at first principles and works through voice of the customer programmes and service level design without assuming prior specialist training. The programme exists because sales teams are frequently trained on the product and never on the conversation, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with objection handling, consultative selling and sales forecasting in their own organisation.
What delegates leave able to do
- Make a decision about objection handling without waiting for a specialist, measured against consultative selling methodology
- Take ownership of consultative selling rather than escalating it
- Spot where sales forecasting is failing before it becomes a finding
- Explain customer retention to someone who does not do the work
What the course covers
- Voice of the customer programmes
- Service level design
- Objection handling
- Consultative selling
- Sales forecasting
- Customer retention
- Customer journey mapping
Who should attend
- sales managers
- service desk staff
- sales representatives
- branch managers
