Account Management

Having the right skills and attitude is very important for the successful account manager. In addition, systematic editing of accounts is a must. In this 2-day training you will learn to develop strategies and plans to edit your accounts even better and strengthen the relationship. 

Topics covered are:

  • Selection criteria
  • Entry strategies
  • Customer typologies
  • Procurement processes
  • The Customer Contact Matrix
  • Multi level selling
  • The Account Plan
  • The Needs Matrix
  • Value creation at a strategic level
  • Role-playing complex cases