Market Overview

2 Day Course: Managing Major Accounts -


The "Managing
Major Accounts"
training has been added to's

This course has been designed to develop and refresh the range of skills
and techniques needed to proactively manage (rather than react to) our
existing clients needs and to turn high value, major clients into
long-term business partners.

Developing and implementing effective and pro-active account plans for
Major Accounts is essential, if profit and efficiency opportunities are
to be maximised.

Course Objectives

  • Identify more added value contributions' to be made to clients business
  • Improve further on the companies' competitive position
  • Identify additional business development and new' profit opportunities
  • Develop and refresh negotiation skills
  • Develop and refresh objection handling and Closing strategies

Key Topics Covered

Day One

09:30 - 10:00: Coffee & Course Objectives

10:00 - 11:00: Communication Skills

11:00 - 12:00: The Major Account Management Process: A repeatable,
visible and systematic approach

12:00 - 13:00: How to reveal and make added-value contributions' to the
Clients' business

13:00 - 14:00: Lunch

14:00 - 15:30: The Clients Perspective

15:30 - 16:30: Penetrating the Account: Are there any other key players?

16:30 - 16:45: Summary & Action Plans Agreed

Day Two

09:30 - 10:00: Day One Review and action points arising

10:00 - 11:00: Determining Major Account Strategies and Plans

12:00 - 13:00: Where do you want to be? How do you intend to get there?

13:00 - 14:00: Lunch

14:00 - 15:00: Creation of a working plan to maximise on what is already
known of the client and what is currently available within the
organisation that would meet an existing need

15:00 - 16:00: An opportunity to practice sharing your ideas with your
client and negotiating to a satisfactory close

16:00 - 16:30: Action Plans Agreed

For more information about this training visit

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