key account management
In many businesses, a large proportion of sales revenue comes from a few key customers. As you develop and grow an account, so your sales revenue increases.
Key Account handling requires a special kind of attention and skill that is different from the skill required of field sales executives. Key Account Managers as opposed to sales executives require a higher level of managerial ability. Hence, they are expected to exhibit leadership, effectively co-ordinate resources, design and implement account strategies similar to what is expected of sales managers.
This programme is designed to help you build on your key account skills so that you can devise different relationship strategies to help you achieve ongoing, long and more profitable key account relationships.