Overview

Proactively managing and prioritising customer relationships is vital to the success of every organisation. Whilst the role of account management may seem self-explanatory, in practice, understanding and executing on the activities involved requires careful consideration and planning.

By implementing account management successfully, an organisation can retain its core customers and grow those relationships organically.

Objectives

By the end of the course, learners will be able to:

• Identify what account management is, and why it matters in a sales organisation;
• Explore the roles and responsibilities of an account manager;
• Assess the three types of account management models and contact strategies;
• Review the 7 critical account management competencies;