Sales Skills: Management: National Account Management

Course Overview

This programme is designed for National Account Managers and Key Account Managers. The course is also suitable for Regional Account Managers and National Account Executives being groomed for NAM status. Delegates will understand the role and responsibilities of the National Account Manager. The module will provide a clear structure for Business Analysis and Business Planning. Delegates will develop their analytical, commercial and one-to-one presentation skills.

Course Outline

• The Role, Responsibilities and Accountabilities of a NAM
• Critical Customer Information and Account Files
• Buyer Needs, Demands and Strategy
• Culture and Values - Becoming a Strategic Supplier
• Measuring Value and Trust
• Financial Analysis of the Major Customer
• Strategic Business Management
• Understanding the Differences Between Structured Commercial Selling and Negotiation

Sales Skills: Management: National Account Management / SS-NAM