Sales Key Account Management

Get more out of your customer relationships. In this practice-oriented course, you will learn how to manage customers systematically, efficiently and effectively.

Objectives

This advanced training enables graduates to operate customer management systematically, efficiently and effectively. Sales success is no longer a product of chance, but can be planned and directly influenced. We strive for a maximum of practical relevance in order to ensure the transfer of the acquired knowledge into the daily sales routine of each participant in an ideal way.

Content

Core aspects of sales management

• What is modern Sales Management
• What are the effects of Sales Management
• What is systematic sales management?

Leadership

• How to lead people and projects successfully

Sales techniques/negotiation management

• How well do I know my customers?
• How do I keep existing customers?
• How do I win new customers?
• How do I communicate with customers?
• How do I sell correctly?

Performance management

• Understanding the needs of customers
• Definition of products and services
• Tying up individual service packages
• Determining and communicating added value
• Demanding consideration

Sales controlling: Effectiveness in marketing and sales

• Targeting: customer selection and prioritization
• Controlling customer processing

Marketing

• B2B
• Strategic marketing
• Marketing personality of a company
• Rules for successful marketing communication

Project management

• Analysis, planning, implementation = success
• Eisenhower principle (importance / urgency)
• Needs analysis

Practice day: Putting what you have learned into practice - workshop