The Key Accounts – Planning and Managing workshops have been designed to provide participants with knowledge relating to how to establish key accounts through understanding the sales process, identifying the people involved, building appropriate relationships, establishing trust, monitoring the buyers’ decision making, partnering (if required) and ethically influencing the final purchasing decision.
The course will cover:
- Establishing the profile of an ‘ideal’ customer
- Developing Key Accounts for new and existing customers
- Identifying the strengths and weaknesses within a Key Account
- Finalising the Key Account Planning process
- The six important components of a Key Account Plan (KAP)
- The important considerations that underpin a KAP
- The four possible outcomes from every sales encounter
- The two major reasons people make a buying choice
- An overview of the Key Account Management Process
- Aspects of buying psychology
- Determining the many ‘WIN’ scenarios
- What creates an effective partnering relationship
- Key effectiveness issues in customer/salesperson relationship management
- Understanding your client base and the importance of the customer’s Organigram
- Identifying all ‘Buyers’ and their ‘ranking’ in your customer’s business
- The four potential Buyer response modes
- Understanding the characteristics and importance of the four types of ‘Buyer’
- Rating and assessing your buyer’s ‘response mode’
- Key Account prioritisation
- Understanding a SWOT analysis and the value of using ‘Stop Signs’ during the planning process
- Using Stop Signs in the planning process to determine actions moving forward
- How to leverage from strengths and identifying what they are
- The ‘do’s and don’ts’ of eliminating each of the Stop Signs
- How to evaluate and update information using a ‘Buying Influence Chart’
- Creating and/or revising ‘alternative position’ proposals
- The 10 steps of the Business Review and Development process (BRAD)
- Keeping the ‘CLOSE’ simple.
- How to effectively ‘close the deal’ with a client taking into account sales objectives, Stop Signs and alternative position proposals
Delivery and Duration
Delivery is via over four (4), one and a half hour modules using the Zoom Online platform. All modules will be recorded.
Module 1: Wednesday 16th June 2021
Module 2: Wednesday 14th July 2021
Module 3: Wednesday 11th August
Module 4: Wednesday 15th September 2021
Start time: 9.00am AEST
Finish time: 10:30am AEST
Who should attend
The course is particularly relevant to:
- Sales Managers
- Operational Managers
- Quarry Managers
- Quarry Supervisors
- Technical Sales Staff
- Laboratory Staff
Mike Cameron FIAT | FIQ
Mike is an acknowledged subject-matter-expert in a range of disciplines, through study and an extensive corporate management career.
He enjoyed a rewarding corporate career through technical, operational, sales, marketing, senior, divisional and executive management roles within three blue chip companies, based in Australia and overseas, (civil construction, extractive and explosives industries) - with a strong focus on profitability, cost management, strategic direction, value-adding, innovation, procedural excellence and developing highly motivated and committed teams with a common purpose.
Mike is an active member of the Institute and a regular contributor to Quarry Magazine.
6.5 hours - Technical Training
A completion Certificate will be issues once finished.
IoQ NZ Member: $225
Non Member: $295 (to become a member, click here)
Registrations Close: Tuesday 15th June
All participants must have access to the internet and a laptop / tablet that can run Zoom. If you have questions regarding the system requirements please visit the Zoom website.
Laptop, PC or Phone with sound and video capability
- Quiet environment
Numbers are limited to ensure an optimal learning experience for attendees.
All information is correct at the time of publication. The IQA reserves the right to alter or delete items as required, and takes no responsibility for any errors, omissions and changes.
IQA Cancellation Policy
IQA event and workshop cancellations are non-refundable; however, participant substitution is available. Please notify us at firstname.lastname@example.org if participant substitution is required for this event.Where circumstances force the IQA to cancel an event or workshop, the liability of the IQA shall be limited to a refund of any fees paid for that particular event or workshop.