Selling, Maintaining, and Developing Key Accounts

Wednesday - Friday
9:00 am - 5:00 pm

Seventy to eighty percent of a company's volume is sourced from its Key Accounts. Based on this premise, the Key Accounts are very important. They are the single group of accounts that will ensure the company's continuous growth in terms of volume and profits if properly handled.

This course is designed to appropriately address the improvement of selling practices to the Key Accounts, maintaining and ensuring their consistent patronage, and developing them by adapting responsive positive business interventions.

As the sales consultant of your company, this course will show you the crucial roles and functions in managing the portfolio of Key Accounts. It focuses on competencies geared to make you successful in partnering with members of the Decision-Making Unit of each major account you are handling. It will also provide insights on how to ensure continued patronage of your company's products eventually moving towards long-term business relationship and product loyalty.

After the course, you will:
1.  Learn and apply the skills in communication and interfaces;
2.  Understand and apply the learning in consultative selling to enhance performance from the Key      Accounts;
3.  Learn and apply the disciplines and best practices in selling, maintaining and developing the       Key Accounts;
4.  Apply the rationale, format and process in doing a business case presentation; and
5.  Learn how to negotiate volume sales among the Key Accounts.

Day One
A.  Communication and skills
B.  Personality styles and interfaces
C.  Buying motives
D.  The selling process
E.  The sales consultant: Roles and functions
F.   The Key Accounts: Importance and organization         
     culture
G.  Composition of the Decision-Making Unit
H.  The business case presentation: Importance,
     format, and process

Day Two
A.  Consultative selling: Definition and 4Ps
B.  Consultative selling process
C.  Sales consultant's selling styles
D.  Operating principles in consultative selling
E.  Analyzing customer wants and needs
F.   Gathering, analyzing, and using data
G.  Management of the Key Accounts:
     Prioritizing coverage of Key Accounts

Day Three
A.  Management of Key Accounts: Planning,   
     organizing, and controlling
B.  Strategies in developing the Key Accounts
C.  Business case presentations
D.  Negotiating (volume) sales with Key Accounts
E.  Handling Key Accounts effectively
F.  The eight disciplines in selling, maintaining, and
     developing Key Accounts

has 35 years of experience in the field of sales operations, of which 21 years were spent in Warner Lambert Philippines , rising from the ranks as medical representative to district manager, to regional sales manager, to national sales manager and then as training director (Philippines and Southeast Asia).

"Highly informative and complements the current knowledge of the attendee, aside from validating selling efforts done in the field."

- Ruel Antonio C. Macaraig
  Commercial and Marketing Specialist
  Hipra Philippines Inc.