Brief Summary
This course is all about selling to big customers and setting up Key Account Programs. You'll learn how to allocate resources wisely and develop strategies to boost your revenue from your most important accounts.
Key Points
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Learn how to sell to major accounts.
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Understand the importance of Key Account Programs.
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Recognize that 80% of revenue comes from 20% of customers.
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Know the need for experienced managers in large accounts.
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Develop effective selling strategies for major customers.
Learning Outcomes
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Create a Key Account Program tailored to your company.
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Formulate selling strategies for major customers.
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Master executive sales techniques.
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Recognize the significance of senior managers in account management.
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Improve overall revenue by focusing on key accounts.
About This Course
This program is teaching, how to sell to major accounts. You can develop Key Account Program if you get this course
As you know, in enterprise market, 80 % of revenue comes from 20% of company’s customers. So the company should allocate its resources according this percentage. (People-investment-marketing-) In some cases, like telecom or energy sector, one customer generate 90 % of the revenue. This means, an account manager or a team with managers should be very senior end experienced to manage this account. What do you think? Do you need a key account program in your company? Do you need a key account manager in your company? If yes you should take this course.
You can start developing Key Account Program
You can start developing selling strategies for major customers
You can learn executive sales strategies
Varsha S.
Very Useful