“Account Management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will
enable you to build on the present, to manage the future "
Key Account Management is achieved by learning to:
Develop a strategic approach to account management and customer relationships
Construct and implement profitable long-term account plans
Gain a better understanding of your customers' needs and expectations
Enhance the ability to influence, persuade and negotiate with key decision makers
Build stronger value-added customer relationships leading to increased revenues
Create support processes that fulfill customer expectations and facilitate best practice key
account management
