The Central Objectives of this programme are as follows:

• Study the dynamics of account management and deeply understanding your clients’ needs and buying behaviours.
• Key areas pertaining to handling customer complaints and grievances.
• Setting a benchmark for creating the goals and objectives of the key account manager.
• A strategic insight to achieving better sales results and higher pro?t margins.
• Study and comprehend the different types of buying conduct and its impact on buying choices.
• Ways to polish your negotiation skills.

Designing Approach

Tailor-Made for Your Needs: Solid State Training Solutions works closely with every client as a long-term strategic partner. We conduct pre-training requirements process which includes collecting details of the registered delegates and conducting training needs analysis meetings to align the training solution with the client’s objectives.

Delivery Methodology

• Simulation – providing life-like scenarios through structured learning experiences and to improve business awareness and management skills.
• Role Play – acting-out situations in groups, under the supervision and feedback of a lead coach.
• Presentations, Videos and Video Recording – visual materials to support presentations of theory.
• Games – learning is fun with Solid State Training Solutions! Using a variety of tools and games to emphasize the learning experience.
• Discussions – use two-way communication between the trainer and the trainees to increase learning opportunities.
• Questionnaires – to gather information from the participants, attributed or anonymous, free-form questions and multiple-choice.
• Case Study Analysis – a key tool for such workshops, either individuals or groups review the materials provided to understand a key message and then present their findings to the other participants.

In any organisation, the sales department plays a pivotal role in the success of the business. The unique and important role of sales is to bridge the gap between the potential customer’s needs and the products/services that the organisation offers that can fulfil their needs.

By the end of this course, participants will be able to gain the following:

• Adapt to your ever-changing and versatile role as an account manager.
• Plan and analyse a process to manage your key accounts successfully.
• Implement ways to create, build and maintain positive working relationships with your customers.
• Define, understand and execute the main functions and practices of a key account manager.