BHETA Business Support Provider, Selling Interactions, is running a 6-session sales training course on how to manage your company's largest accounts. Starting on the 30th September, and run virtually for six interactive 2-hour sessions over 12 weeks, the course has one place left to fill.Who is it for?
- This programme is designed for front line salespeople responsible for managing your company’s largest accounts. It is suitable for developing and experienced account managers.
What will you learn?
- Account opportunity analysis I Strategic relationship development I Managing power & politics I Procurement & category management strategies I competitive advantage and account strategy / Building account plans
Format
- 6 interactive 2-hour virtual workshops delivered every 1-2 weeks over 12 weeks. Group size 4 to 8 people
- Participants receive a high-quality set of training materials covering the key concepts in the programme
- Delivered by an experienced sales / account management trainer with hands-on sales experience.
Your benefit
- You will leave the programme with a solid development strategy for your chosen major account, and the skills to influence and lead account development with senior managers, both internal and external.
- On-the job assignments that to help participants build an account strategy, or fine tune an existing one
Programme fee & how to book
- £930 + VAT per person
- To reserve your place on the programme, please contact Samantha Astle at BHETA sa@bheta.co.uk
Workshop Date Content
- 30 Sep Account development diagnostic: Where are you strong today, where could youimprove? The core principles of key / national / account management
- 7 Oct Deep-dive analysis: Know your customer / channels & the opportunitiesDeep-dive analysis: Who’s who? Managing politics to improve our influence
- 14 Oct Deep dive: Competitors & competitive advantageDeep dive: Power & dependency
- 28 Oct Account planning: Developing strategic objectives based on our deep dive analysiswork and templates / formats for account plans
- 18 Nov Understanding professional procurement / aims & objectivesCategory & supplier management strategies
- 25 Nov Account plan review: First feedback on account strategy / plansVirtual account teaming: Who should be involved in our organisation to ensurestrategic success?
DOWNLOAD A PDF OF THE COURSE DETAILS
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