Key Account Management
Key Account Management (Module 13)
“80% of the business comes from 20% of the clients.” The Key Account Management approach to selling and servicing eliminates surprises for the client and sales people alike. This is not about just keeping the client happy; it is about building a fool-proof fence around all of your key accounts. Covered in Module 13 is the utilisation of team audits and team selling as well as setting up a format for a selected group of Key Accounts. This is a module for not only sales people and sales management, but for key executives and support personnel as well. Developing and monitoring of client interaction with the firm and customer service combined with team selling and auditing will show sales people the how’s and why’s of taking responsibility for the results the client gets on behalf of the company.