Major Account Management

Workshop Description

Consider the following scenarios:

• Do you understand your major accounts well enough so that you can
  • Anticipate their needs and
  • Craft a compelling solution for them?

Intended Audience

This is a fun and dynamic workshop for major account managers, business managers or customer service managers.

Workshop Objectives:

In this dynamic and motivational course, we will share with you how to:

• Understand the true value of your services /solutions and be able to articulate them from your customer’s perspectives
• Understand how your services /solution can be used to help your customer add value or save cost over long term, medium term and in the day-to-day operations
• Position yourself as a Customer Value Improver and create a distinct difference in your solution from competing alternatives
• Understand your customer needs better through Major Account Profiling
• Anticipate your Major Account Need by proper and predictive account management
• Know how to handle the Major Account across the Action Lifecycle
• Sell higher up the customer’s organization

Workshop Content:

• Introduction to Major Account Management
• What is a Major Account?
• 3 Tiers of Customers’ Management
  • Strategic
  • Tactical
  • Operational
• Lifecycle stages of your Major Accounts
• Selecting your Major Accounts
• Planning for and with your Major Accounts
• Major Account Profiling
• Questioning and Probing Skills
• Developing Major Account Management Strategies
• Understanding Account Management Action Lifecycle
  • Preventive
  • Detective
  • Corrective
  • Reductive
  • Repressive
  • Recovery
  • Permanent
• Operational Major Account Management
• Handling Difficult Situations
• Handling Difficult Customers
• Disengaging your Major Accounts
• Case Studies / Role Plays

Workshop Methodology

This highly motivational and dynamic workshop will be conducted with a good blend of instruction, role- plays and discussions. Participants are encouraged to bring their own major account issues and problems to the class for brainstorming and resolution.

Workshop Duration:

2 Days

Venue:

• Aventis School of Business, Concorde Hotel Annex (5 mins walk from Dhoby Ghaut MRT)
• Or equivalent training venue within walking distance from MRT

Meals:

• Buffet lunch
• 2 x Tea-breaks

Course Fee: $750
For enquiry, call (65) 6648-4439,