OBJECTIVES
-
Identify key accounts to target for managing.
-
Understand the process of managing the account.
-
Obtain referrals for new businesses, if any.
-
Develop a relationship-building plan – bonding techniques.
-
Conduct effective sales meetings relating to managing of key accounts.
-
The application of certain forms that will assist effective management of key accounts.
-
Value each account as a main contributor to the company’s overall business performance.