Key Account Management » Australian Institute of Management

Sales & Marketing
Key Account Management ( 04 )

Gaining an initial sale with a client organisation is the first vital step in building a relationship between your organisation and another. The way that a relationship develops is a crucial aspect in cementing your ultimate success with that client. This program explores the skills and knowledge required to negotiate the sale details, strengthen client relationships and self manage your day to day sales role to accommodate the balance of tasks which enhance both commitment and relationship.

Location
AIM SA - Centre for Management Development

Duration
2 days, 9am - 4.30pm

Investment
Non-Member : $1015.00
Corporate Member : $915.00
Professional Member : $865.00

Commencement Dates
28-29 Aug 2012
29-30 Nov 2012

Recommended For
Sales people who would need to strengthen client relations to accommodate the balance of tasks, which enhance both commitment and relationships.

Content

A review of basic concepts
Sales negotiation skills
Time and territory management
Reading buyer needs and signals
Managing the sales role
Account management strategies
Following the sale and relationship

Learning Objectives

Responding to client needs
Negotiating successful outcomes
Strengthening client relationships
Delivering to established expectations
Handling client feedback
Individual sales planning
Managing paperwork and time
Managing stress in the position

This program is nationally accredited and includes assessment at AQF Level 4.

The learning outcomes provide the National Competency Standards for:

BSBSLS404A – Secure prospect commitment
BSBSLS405A – Support post-sale activities
BSBSLS406A – Self-manage sales performance

To download the course outline as a PDF, please click here.

Key Account Management
2 days, 9am - 4.30pm

Location: AIM SA - Centre for Management Development
Date:

Non-Member

$1015.00

Number required

+ Add to Cart

Key Account Management
2 days, 9am - 4.30pm

Location: AIM SA - Centre for Management Development
Date:

Corporate Member

$915.00

Number required

+ Add to Cart

Key Account Management
2 days, 9am - 4.30pm

Location: AIM SA - Centre for Management Development
Date:

Professional Member

$865.00

Number required

+ Add to Cart

Home » Courses & Qualifications » Sales & Marketing » Key Account Management

Training Resources

1.	AIM SA Participant Handbook (PDF)
2.	AIM SA Learning Pathway (PDF)
3.	Training Information & Policies (PDF)
4.	Government Training Incentives
5.	Skills Recognition
6.	Booking Terms & Conditions

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