Key Account Management
You must have completed our TGS Sales Level One course before you can participate in this Level 2 course.
The overall objective of this session is to instruct them how to maintain and grow an account by understanding the clients on which to concentrate and how to infiltrate a complex decision making unit. The full programme is designed to help your team with Key Account Management process, as well as the will to engage. Each session will have it’s own specific objectives
Infiltrating the Decision Making Unit
- This session will use the Socio Dynamic Model to demonstrate how individuals within a client Decision Making Unit will respond to your contact and suggestions
- We will work on the model and then, using group work will fill out a Socio Dynamic Model and finally a Decision Making Unit template to create a strategy