Major Account Planning Training (MAP)
Course Info
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Course Details
Introduction
Objective
Who should attend
Course Location
Major Account Planning provides account managers with tools to execute a repeatable and practical methodology for winning more business in strategic accounts and elevating the level of relationship within those accounts.
The outcomes of MAP are higher levels of sales revenue, a greater share of spend within the account, and more efficient use of resources, thereby, lowering cost of sales and improving margins on business in that account.
Major Account Planning Training course, enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment.
Course Outline
Introduction & Analyse the Account
- Account planning and management framework
- A major account planning process
- Reviewed essential account information
- Defined key trends
- Determined the revenue gap to be closed
- Set an initial account strategy
