Key Account Management for Small and Medium Enterprises
3 days|Delivered on request
Key Account Management for Small and Medium Enterprises takes the discipline and works it through the constraints of this operating context, including negotiation in sales, customer retention and the compliance obligations that come with it. The sector framing is necessary because sales teams are frequently trained on the product and never on the conversation, and generic training rarely survives contact with the local rules. Delegates leave able to work confidently with proposal writing, voice of the customer programmes and key account management in their own organisation.
What delegates leave able to do
- Explain proposal writing to someone who does not do the work, measured against consultative selling methodology
- Put voice of the customer programmes on a footing they can defend to a reviewer
- Review key account management and say plainly whether it is working
- Bring needs analysis into line with current good practice
What the course covers
- Negotiation in sales
- Customer retention
- Proposal writing
- Voice of the customer programmes
- Key account management
- Needs analysis
- Difficult conversations
Who should attend
- service desk staff
- branch managers
- key account managers
- client relationship managers
