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 KEY ACCOUNT MANAGEMENT – 2 Days |
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| THE CHANGING MARKETS | |||||||||
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The new world | ||||||||
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The impact | ||||||||
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Our new roles | ||||||||
| SELLING TO KEY ACCOUNTS | |||||||||
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The issues in selling to key accounts | ||||||||
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The job of an account manager | ||||||||
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A model for an account strategy | ||||||||
| MANAGING KEY ACCOUNTS | |||||||||
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Information base | ||||||||
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Long-term, short-term and visit plan
Vision for the account Objective Strategy Main actions Milestones Resources |
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Mapping the account
Opportunity Vs. Offer Matrix |
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Swot Analysis | ||||||||
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Evaluating the probability of success – The tactical checklist | ||||||||
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Retaining the account - the brick wall criteria | ||||||||
| THE MAP SHEET | |||||||||
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All the tools developed in the workshop will be integrated to form a ready-to-use Mercuri Account Plan sheet. | ||||||||
| INDIVIDUAL ACTION PLAN | |||||||||
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Each participant evolves an individual action plan for implementation in his/her job on the basis of discussions in the workshop | ||||||||
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