This workshop will help you develop a structured program to maintain these key accounts and maximize the business you derive from them. A 2 Day program.

Effective Key Account Management: How to maintain special customer relationships

Key accounts are those customers who provide the greatest profit for your company, those who have the potential to do so, or those who are of strategic importance to your company. Developing and maintaining these special relationships with these customers is vital to your business success.

Having these special relationships go bad is simply unacceptable. This workshop will help you develop a structured program to maintain these key accounts and maximize the business you derive from them. Particular emphasis is placed on analyzing which accounts are key to your company and on determining the needs of these particular customers. You will learn how to implement procedures that ensure that your key accounts receive premium customer service and remain your most loyal customers.

Workshop Presenter

Emmanuel Bong Villamil Cendana

(click here for Bong’s resume)

Bong Cendana

Bong V. Cendana has extensive experience in Sales and Marketing management and training being in this field for more than 25 years. He has held senior executive positions at Procter & Gamble Philippines, Del Monte Philippines, Metro Pacific Corporation, Pepsi Cola Bottlers Inc., Sterling Tobacco Corporation, and Henkel Philippines. Bong will share with you the many tips and techniques he has learned over the past 25 years in running the sales programs for many large and successful companies.

Training Methodology

The program is highly interactive and includes:

Sharing of Actual field experiences
Visual Presentations
Usable templates
Group Discussions
Coaching
Role playing and Critiques

What you will Learn

How to better understand your Key Account
How to gain in-depth knowledge of your Key Account
The kinds of information necessary to know your Key Account well
How to develop effective programs to build business for your Key Account
How to build a win-win relationship with your Key Account

Key Discussion Points

Who are your Key Accounts
General objectives of a Key Account
Information you must learn about your Key Accounts
Gaining In-depth knowledge of a Key Account
Applying “account penetration”
Things beneficial to most Key Accounts
How to handle Key Accounts
- Programs
- Reviews
- Negotiating
- Merchandising
- Category management