Workshop Overview

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

Learning Objectives

1. The six important components of a Key Account Plan (KAP)
2. The important considerations that underpin a KAP
3. The four possible outcomes from every sales encounter
4. The two major reasons people make a buying choice
5. An overview of the Key Account Management Process
6. Aspects of buying psychology
7. Determining the many ‘WIN’ scenarios
8. What creates an effective partnering relationship
9. Key effectiveness issues in customer/salesperson relationship management
10. Understanding your client base and the importance of the customer’s Organigram
11. Identifying all ‘Buyers’ and their ‘ranking’ in your customer’s business
12. The four potential Buyer response modes
13. Understanding the characteristics and importance of the four types of ‘Buyer’
14. Rating and assessing your buyer’s ‘response mode’
15. Key Account prioritisation
16. Understanding a SWOT analysis and the value of using ‘Stop Signs’ during the planning process
17. Using Stop Signs in the planning process to determine actions moving forward
18. How to leverage from strengths and identifying what they are
19. The ‘do’s and don’ts’ of eliminating each of the Stop Signs
20. How to evaluate and update information using a ‘Buying Influence Chart’
21. Creating and/or revising ‘alternative position’ proposals
22. The 10 steps of the Business Review and Development process (BRAD)
23. Keeping the ‘CLOSE’ simple.
24. 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
NOTE - Module one has been delivered however, a recording of module 1 and a catch up session with the facilitator is available for new registrations. 
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

Facilitator

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.

CPD Hours

6.5 hours - Technical Training

A completion Certificate will be issues once finished.

Registration Fees

Member:  $225

IoQ NZ Member: $225

Non Member: $295 (to become a member, click here)

Registrations Close: Tuesday 15th June

Requirements

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.

• Internet connection Laptop, PC or Phone with sound and video capability
• Quiet environment

Disclaimer

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 [email protected] 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.