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- Account Management
- Career Development
- Change Management Skills
- Communication Skills
- Consultative Selling
- Customer Buying Styles
- Customer Care
- Decision-Making and Problem Solving Skills
- Improving Sales Peoples Performance
- Influencing Skills
- Insight Selling
- Learning Styles
- Management Skills
- Managing & Motivating Sales Teams
- Negotiation
- Presentation Skills
- Public Speaking
- Sales Call Planning and Preparation
- Self Motivation Skills
- Strategic Thinking and Planning
- Team Building Skills
- Territory Planning & Management
- Time Management
- Written Communication Skills
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- Absence Management Policy
- Annual Leave (holiday) Policy
- Appraisals And Performance Man...
- Corporate Social Responsibility...
- Dignity at Work Policy and Pro...
- Disciplinary policy and proced...
- Employee Handbook
- Equal Opportunities Policy
- Exit Policy (Leaving the Organ...
- Flexible Working Policy
- Grievance Procedure
- Health and Safety Policy
- Learning And Development Policy...
- Managers Guidelines on Dealing...
- Managers Guidelines on Ill Hea...
- Maternity Policy
- Paternity Leave Policy
- Personal Data Protection and Confidentiality...
- Redundancy Policy
- Succession Planning Policy and...
- Telecommunications Policy
- Well-Being Policy
- Whistleblowing Policy and Proc...
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Account Management
Account Management (Process for Managing Significant Accounts) [Item Ref. 111]
Price £15.00
Special Offer: Buy this and get Customer Care Training and How to Get It Right (Article) free.
Summary
In this detailed resource, the four main elements of the 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
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• Redundancy Policy• Stages of Team Development
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• SESSION 1: Profiting From Performance Management
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• Sales Force Management
• Leading and Managing Change
• SESSION 2: Setting and Agreeing Performance Measures