Selling to Key Customers

The University of Auckland Business School
Christchurch, New Zealand

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' The discipline of attracting and retaining the most profitable customers is increasingly recognised as being a driver of financial outcomes. Acquiring and growing ’key customers’ is now being recognised as a vital activity for organisations. These assets require strategic planning, maintenance and sales development in order for their true value to be realised. This course provides strategies and techniques for managing customers who are of significant value to your organisation, and thereby building stronger and more profitable customer relationships.

Who should attend?
Anyone who has responsibility for sales or account management with one or more customers who have significant value to the organisation. This course would also benefit entrepreneurs who want to develop a strong focused customer base, sales directors who want to set high standards for their staff, and professionals in law, accountancy or professional services who want to capture new business or protect revenue streams from existing major clients.

Learning outcomes
By the end of this course, you will:
- be able to analyse your criteria for selecting key accounts
- have a framework for evaluating and selecting key accounts
- be familiar with current account qualification standards
- understand and have tools to assist in planning for account development
- understand the process of account analysis in order to develop or protect their value
- understand the networks and relationships that create value in your key accounts
- be able to conduct a relationship analysis and understand key roles in your key accounts
- be able to critique your selling process and compare this against industry standards.

Content
- Key account selection
- Account planning - growing the value of key customers
- Networks and relationship management
- The sales process
...''

Elements of this syllabus are subject to change.

Phone:+64 3 364 2470

School Address/Venue(s):

Continuing & Bridging Education
University of Canterbury
Private Bag 4800
Christchurch 8140
New Zealand

Jobs & Resumes: Christchurch
Houses & Roommates: Christchurch
Travel Agencies: Christchurch

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