Upgrading business relation with the key customers from transactional to collaborative level is the most economic means to keep medium-long term business success. This module is dedicated for sales professionals who are responsible for account handling. It provides specific tools and techniques for key accounts identifications, analysis, prioritizing, development and maintenance.
- What’s account
- Relation value rather than commodity price
- Key account’s identification and prioritization
- Key accounts selection
- Relation stage identification and relation development
- Key account profiling
- Account manager role
- Mandatory commercial knowledge for account managers