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→ Leadership and Management
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→ Marketing and Sales
→ Monetary Economics
→ Monitoring and Evaluation
→ Oil and Gas
→ Planning and Strategy Management
→ Port and Shipping Management
→ Procurement and Supply Chain Management
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→ Quality and Productivity
→ Security Management
→ Tourism Management
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More Links
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Account Management

Why Attend

Account Management skills are of paramount importance if you wish to see exponential growth in your sales career. Customers relationship helps you get that lead during your bad days. Account Management also helps improve your relationship management skills and grow your network. If you are in B2B Sales and wish to accelerate your growth with the right foundation, this course is JUST for you!

Overview

Course Outline

Schedule & Fees

Course Methodology

Instructor-led training that uses interactive learning methods, including class discussion, small group activities, and role-playing

Course Objectives

Precisely what Key Account Management IS and what it is not.; Why Key Account Management is a necessary way forward; How Account Management offers the opportunity to maximize?; How to dispassionately classify all your customers and how to deploy value and profit-creating tactics for them all; How to lead a team to create compelling lasting value for all accounts, not just a few; How to recruit Key Account Managers, the attributes it requires, and how to find them

Target Audience

Target Competencies

n/a

Day 1:

  • Learn how to deploy key account strategies via Strategic Account Plans (SAPs)

  • How to Complete a Key Account Plan

  • How to Classify Accounts dispassionately and How to Assign Resources and Tactics accordingly

Day 2:

  • Learn the concept of account mapping.

  • How to Understand the Mind of the Customer

  • Understand How the Customer makes Decisions, the Processes, the Politics, and the Persuasion needed

Day 3:

  • Learn the concept and use of Sales Intensity Plans (SIPs)

  • Understand Which Customers DO NOT Get a Good Service

  • Understand How to Build Trust

Day 4:

  • Understand How to be Persuasive

  • Learn how to formulate annual sales plans - strategies

  • Understand How to Use Consultative Selling Skills

Day 5:

  • Understand How to Transition from ‘Supplier’ to ‘Trusted Partner’

  • Learn about RFPs & how to manage them

  • Full Revision

  • Certificates

$2875

Accra

Country: Ghana

Duration: One week

Date: 20–24 Oct 2025

Register

$1375

Arusha

Country: Tanzania

Duration: One week

Date: 23–27 Mar 2026

Register