Key accounts are the heart of a business.
How they are identified and cultivated can mean the difference between a thriving enterprise and one that struggles to survive. This program shows how to focus on accounts of strategic importance. Participants learn managerial approaches and techniques that world-class companies use to manage their key accounts. At the end of this intensive course, participants walk away with a clear understanding of the opportunities presented by key accounts as well as the ability to develop and manage a key account program that maximizes those opportunities. To avoid this common pitfall, it is necessary to focus on the right customers and exercise the level of effort required to maximize their potential.