Course Objectives:

To provide delegates with the opportunity to apply Account Management tools and techniques from the existing program to either short term revenue opportunities or to long term account strategy. To be run in Account teams.
Delegates will be able to achieve the following and also understand the significance of each for Account and Sales Planning.



Course Outline:

• Be able to discuss and apply tools from the earlier workshops to a real situation to establish the way ahead.

• Formulate and Understand the Account / Sales Plan as a team.

• Share and use Account knowledge to establish and choose the best course of action for all team members.

• Agree and Understand the role of each team member in the achievement of the objectives set.

• Appreciate the constraints on individuals and establish a functional plan for success.

• Appreciate the relevant tools and techniques available from the Sales system and understand how to apply these in their work place.