Key Account Management

Catalog description

This course focuses on developing strategic approaches to professional sales in both the development of new business and the role of Account Management in a business-to-business environment. This course will cover topics including utilizing a CRM system to manage accounts successfully and identifying and calling on opportunities. It will include topics such as team selling, calling on and setting client appointments, holding appointments, relationship-building tactics and techniques, and national account management. Other topics include time and territory management, developing and using visual aids, customer incentives, and applying sales techniques such as effective negotiations. Coursework in this class will consist of extensive role-playing and require outreach to a sales professional in an account management role to attend field activities.