The program focuses on developing a strategy to manage and develop a key account. The course takes delegates from the start of the relationship through to managing existing accounts and identifies ways that the relationship can be developed with a view to increasing sales. Techniques for increasing the penetration throughout the depth and breadth of the account are covered. In addition the key issues of proposals, handling meetings, negotiation, building buyer needs and understanding emotional influencers which motivate people to buy for different reasons are examined and discussed. For Key Account Managers, Marketers, Supply Chain and Distribution Managers, Business Development, Sales and Customer Service Officers.