This course is designed to transform participants into business advisors and high yielding and profitable relationship managers whom clients rely on and companies value. The course shows participants how to build long term, value based relationships with large accounts, penetrate them for further business, and maximize the revenue they generate while reducing the time and costs in managing them. The course also provides a strong focus on quantitative approaches to account qualification and account planning best practices.
The course includes self assessment tools, planning and analytical templates, and psychometric self assessment instruments to measure personal abilities to accommodate different personality styles. Group exercises and case studies will also be integral parts of the training methodology used.
This course is targeted at cross functional personnel who seek to understand modern customer management practices to improve cross functional support and develop personal careers in key account management. The course is also conceived for sales managers who oversee the development of key customers, and key account managers responsible for managing the relationship with key customers.
Institute of Sales & Marketing Management (ISMM) : Meirc is a Recognised Centre for the “Institute of Sales & Marketing Management” (ISMM), the global representative body for salespeople. Founded in 1911, ISMM has been the authoritative voice of selling and the custodian of sales standards, ethics and best practice for over 100 years. ISMM endorsement is a badge of recognition for the high quality sales and marketing training courses offered by Meirc Training and Consulting. Upon successfully completing the course, participants will be awarded an ISMM Certificate in addition to the certificate they receive from Meirc Training & Consulting.