Mastering Account Management

Date:06/02/2020 (09:30 - 16:30)

Status:ACTIVE | 5 or more places remaining

Member Rate: £195.00 +VAT | Non Member Rate: £250.00 +VAT |

Edinburgh Chamber of Commerce
40 George Street

Map: Click here

A one-day key account management practical workshop for salespeople who are tasked with building a relationship with key accounts and managing the relationship for the future.  Learn how to spot a key account and how to build productive relationships with key decision makers.

Training covers:
  • Identifying your targets by adopting the Attractiveness and Competitiveness model
  • Building effective and productive relationships with key decision makers
  • Defining and Managing a Decision Making Unit (DMU)
  • The Socio Dynamic Model to identify threats and assets
  • Building a Key Account Plan for your top account
  • Creating account plans
Who should attend? Salespeople, who are tasked to grow, develop and manage key accounts.  This course is an intermediate / advanced level.  Previous attendance on the “Boost your Sales Success” course would be advantageous (but not essential) for delegates on this session.

Course Director: Matthew Quinn

Train your team:
This course can be delivered on site for corporate teams and tailored to your specific requirements. For details contact:

The ECC training experience:
  • Expert trainers - Passionate specialists who keep up to date with the latest trends in their field
  • Quality delivery - Trainers are assessed annually on the quality of their delivery and delegate engagement
  • Practical training methods - Theory and practical based training to take back to the office
  • Small class sizes - No more than 15 people to ensure you get the most from our trainers
  • Wide breadth of topics - ECC offer over 40 different essential business training courses covering everything from Leadership and Management through to Digital and International Trade
  • 3 learning levels – Beginner /Introductory, Intermediate and Advanced

“Key Account Management is vital in my business and I found this session to be the most effective training I have been on. The session brought the required skills to life in an engaging and easy to understand way. Relationships were scrutinised with the SDI instrument, plans were made using simple and workable techniques and most important, I now know how my large accounts are motivated and how to give traction to the different people within the account in order to get the best outcome for all involved. I recommend this session to everyone – except my competition!”
Global Account Director – Oil and Gas


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Terms and Conditions
Full payment must be received when booking.

Events Cancellation Policy
Bookings cancelled more than 7 days prior to event/training course will receive an 80% refund. Specific cancellation policies may apply to certain events. Please check individual events details for more information.

Prices exclude VAT
If paying online VAT at 20% will be added before the payment is taken.