CESAB – Key Account Management Programme

This Master Class (delivered as three, half-day ‘live & online’ training sessions – see dates below) is designed for all CESAB dealership sales people, National and Key Account sales people who are responsible for winning, developing and retaining high value customers.

Winning and retaining ‘major/key accounts’ has to be one of the most pressing priorities for any dealership in the CESAB network. On this programme, sales people learn how to manage and develop the potential of key accounts and how to add value into the supplier/client relationship, therefore locking out competitors and maximising the value and profitability of the account.

The ‘Key Account Management’ programme is aimed particularly at sales people responsible for the 20% of customers who provide 80% of the sales turnover within a dealership and covers all the essential planning and preparation stages of key account management.

It is designed as an advanced level programme for sales people that have previously attended the CESAB 3-Day Sales Development Programme and provides delegates with the modern day strategies and robust tools required to manage through the complexity of working with key accounts. The decision-making process at Board, Departmental and Purchasing level is analysed, and successful strategic sales techniques are highlighted that deal with all three levels.

Finally, delegates will develop a better understanding of strategic purchasing techniques within larger organisations and therefore how their own sales strategy and tactics should be adapted to not only win, but also retain these high value customers.

Date Schedule:

• Session One – Tuesday 1st February 2022 (am)
• Session Two – Tuesday 1st March 2022 (am)
• Session Three – Monday 28th March 2022 (pm)