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Account Management
Key Account Management (Process for Managing Significant Accounts) [Item Ref. 111]
Summary
In this detailed resource, the four main elements of the key account management process are outlined, and detailed flow diagrams and templates are provided for each:1. PLANNING
The gathering and use of essential information on the customer’s business, your products and the people involved within the account.
This section includes guides and templates for planning and then for preparing sales calls, including hints and help on formulating proposals, handling objections and using sales aids.
2. BUSINESS FLOWS
Following a flow diagram outlining the business flow process, a detailed check list is provided managing the day to day flows.
3. DECISION-MAKERS
Knowing them, influencing and managing them.
This section includes matrices for:
- Plotting the concerns, role, success criteria, focus and questions of key decsion makers and what they look for, with worked examples for 4 model influencers included
- Plotting Stakeholder map
- Stakeholder Strategy Chart
4. THE INTERNAL TEAM
Influencing and managing the internal team to implement your plans.
This section covers:
- Managing the creative tension between sales and the rest of the business
- Building and leading your internal team
- Motivation techniques to stimulate high morale and performance
Include this product in soft skills training material for use in company training and training and development programmes generally.
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