Account Management

Now is the best time to invest in boosting your sales skills.  When the market tightens and lead times stretch and targets become harder and harder to hit, developing a sales skills advantage over your competition is a very smart move.

We have a series of Mini Master Classes which are designed boost your sales skills giving you six keys that can help you win business in a slowing economy. The Mini Master Class format has been designed to allow you to be able to pick and choose the ones that best suit your immediate business needs.                        

Delivered in a practical, entertaining and interactive way by a genuine leader in the field of sales and marketing these Mini Master Classes are a must for any one that wants to generate a genuine sales advantage for their business.

Selling more and more to the same customer again and again is a great way to lay the foundations for sales growth - but how do you maximise the lifetime value from your major customers and more importantly how do you stop your competition from taking them from you with all the pain and hurt that goes with the loss of a key account?

Are you “indispensible” to you largest customers or just waiting for the hammer to fall? Find out which and learn how to get more business from existing customers on this “indispensible” Mini Master Class.

What you will learn:

• Who should be treated as a key account
• The benefits of adopting a key account approach
• Why account penetration is important
• The role of a key account sales manager
• Service level agreements and penalties
• The benefits of regular communication and business reviews
• Promotions and volume sales boosters
• How to engage key account buyers and employees
• What to do when you let a key account down

About these Mini Master Classes

• These Mini Master Classes will involve you in a mixture of interactive exercises and discussion.
• Our trainer is recognised as a leading expert in the field of sales and marketing and thus can deliver the course lessons in a practical and interactive style drawing on real life experiences
• The maximum number of people on a training course is 12 so that the facilitator can accommodate the learning needs of each delegate

Facilitator - Your Trainer
Delegates from over 1,000 companies have benefited from Gordon’s training in sales marketing and networking skills.

Gordon has a blue chip sales and marketing background with 18 years sales and national sales management experience with leading companies including Scotsman Publications, Abbey Life, Procter and Gamble and Northern Foods.

For six years Gordon ran the internet and business consultancy and networking firms First Tuesday, Now-Business and icosmart.com.  After two years as a Business Development Consultant in the UK, Europe and Dubai, Gordon became involved in the senior management teams at two major recruitment companies most recently as an Associate Director at Search Consultancy Ltd.

Gordon gained a BA Combined Studies, Economics, Business & Marketing from Heriot-Watt University Edinburgh in 1991. He is a director of Glasgow Chamber of Commerce and has appeared on live radio and TV as a business commentator and had over 60 articles published in The Herald and Sunday Herald.

Buy 5 Places And Get The Sixth One Free
We want you to get the full benefit of the knowledge of all of these topics so if you buy five places you get the sixth FREE. The cost to participate in a single workshop is £99 + vat. This offer applies to all 6 of our half day Sales workshops - Writing Sales Messages that Sell, Selling on the Telephone, Appointment Setting, Face to Face Selling, Consultative Selling, Account Management.

Is this the right course for me?
Yes, if you want to increase sales by boosting your sales skills and developing an advantage over your competitors in your marketplace.

Level
Introductory to Intermediate

Duration
3 hours per Mini Master Class

Support available
If your business is located in the West of Scotland you may be eligible for a grant of up to 50% of the cost of participating in these courses. There are a number of places available which are reserved for businesses with less than 250 employees and companies must meet certain eligibility criteria.

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