How long does the Account Management course last and what does it cost?

The classroom Account Management course takes 3 days. For the current price, see the course page, where the amount is always up to date. Participation includes course material, a certificate of participation and catering at the course location. You train in a small group of no more than eight participants, so that there is ample room for personal guidance and practical exercises on commercial skills and relationship management.

Who is the Account Management course suitable for?

The Account Management course is intended for (new) account managers who want to increase their commercial and relational effectiveness. It is also suitable for sales and relationship managers looking for a firmer theoretical foundation and more practical experience. You work in a group of no more than eight participants, so there is ample room for your personal learning objectives and practice situations from your own working environment.

Which topics are covered during the Account Management course?

During the 3-day Account Management course you will learn, among other things, how to draw up an account plan, carry out a customer analysis and make customer-focused phone calls. You will also work on your listening and conversation skills, questioning techniques, influencing skills and presenting proposals. In addition, customer needs, the marketing mix and dealing with emotions and resistance are covered. The final programme is tailored to your own learning objectives during a telephone intake interview.

Do you receive a certificate after the Account Management course?

Yes, on completion of the 3-day Account Management course you will receive a certificate of participation from LearnIt. This certificate shows that you have fully attended the classroom course and have gained knowledge of commercial skills, relationship management and customer analysis. A useful addition to your CV or LinkedIn profile with which you can make your growth as an account manager visible.

What is the maximum group size for the Account Management course?

The Account Management course has a maximum group size of eight participants. Because of this small group you receive plenty of personal attention from the trainer and there is room to practise with real-life situations. Beforehand, a telephone intake interview takes place in which your learning objectives are discussed. On that basis the programme for the three course days is tailored to your needs.

What is the approach of the Account Management course?

The Account Management course is taught in a classroom setting over 3 days and starts with a telephone intake interview in which the trainer identifies your personal learning objectives. On that basis the trainer puts together the final programme. During the course you work actively: you practise with real-life situations, role plays and conversation techniques. Because the group size is limited to a maximum of eight participants, you receive plenty of personal attention and feedback.

What does the classroom Account Management course give me that I cannot get from a book or an online course?

Learnit's classroom-based Account Management course lasts 3 days. The difference with self-study or e-learning lies mainly in practising conversational skills. You practise live with listening and questioning techniques, dealing with emotions and resistance, and presenting proposals. You do not learn those kinds of skills from a book. You need feedback from a trainer and from fellow participants. The group has a maximum of 8 participants, so you receive personal attention. Beforehand there is a telephone intake, in which the trainer establishes your learning objectives and tailors the programme accordingly. Theory such as drawing up an account plan or the marketing mix is something you can partly learn on your own. The behavioural component (maintaining proactive contact, uncovering client needs, guiding decision-making processes) calls for practice in a safe setting.

When should I choose this account management course and when a selling or sales course?

A sales course focuses primarily on the transaction: approaching prospects, countering objections and closing the deal. Learnit's Account Management course goes a step further and covers the entire customer relationship over a longer period. In three classroom days you will work on an account plan, customer analysis, relationship management of both cold and warm contacts, and internal coordination with other departments within your organisation. You will learn to guide decision-making processes, recognise customer needs and motivators and deploy the marketing mix. Choose account management if you are responsible for a fixed customer base that needs to keep coming back and achieve higher targets. Choose a pure sales course if you mainly want to close new deals without long-term account management. The two can complement each other.

How do I know whether this Account Management course matches my level of experience?

Learnit's Account Management course is aimed at account managers who want to lay a solid foundation or increase their effectiveness. It is not an advanced masterclass and not an introductory workshop. You are in the right place if you already have client contact or will have soon, and if you want to learn to work in a structured way with an account plan, client analysis, questioning techniques and influencing skills. During the telephone intake interview the trainer establishes your personal learning objectives and the programme is tailored accordingly. As a result, the course suits both account managers who are starting out and experienced professionals who want to sharpen their approach. The course lasts 3 days and is taught in a classroom setting in groups of no more than eight participants. In doubt? The intake interview will make clear whether the level is right for you.

What is the difference between account management and relationship management, and which of the two will I learn in this course?

Account management and relationship management overlap, but they are not the same thing. A relationship manager maintains existing client contacts and ensures satisfaction among current accounts. An account manager does that too, but is also responsible for bringing in new clients, drawing up an account plan and meeting commercial targets. The role is therefore broader and more commercial. This 3-day classroom Account Management course covers both sides. You work on commercial skills such as client analysis, the marketing mix, influencing skills and presenting proposals. At the same time, attention is paid to relationship management: maintaining warm and cold contacts, questioning techniques and dealing with resistance. Anyone doing purely relationship management without commercial responsibility will find this course broader than they need.

Will I be able to write an account plan for my own client portfolio straight after this course?

Yes, drawing up an account plan is a fixed part of the three-day classroom-based Account Management course. You will practise with the building blocks: customer analysis, objectives, use of the marketing mix and concrete action steps per account. As the group has a maximum of eight participants, there is room to bring in your own customer situation during the exercises. Please bear in mind that in practice an account plan often requires coordination with sales, marketing and management within your organisation. The course gives you the framework and the skills. You write the final version yourself on the basis of internal data and strategy. For strategic key account plans at board level, further in-depth training (Key Account Management, for example) is useful.

How does this classroom-based Account Management course compare to a multi-day in-company course at our offices?

The scheduled classroom course lasts 3 days and has a maximum of 8 participants from different organisations. This means you learn with and from account managers in other sectors, which broadens the practice cases and role plays. An in-company programme takes place at your own premises, with colleagues only, and is often tailored to one specific customer segment or service portfolio. Choose the scheduled classroom option if you value external input, exchanging ideas with peers and a fixed programme with a theoretical foundation (account plan, customer analysis, marketing mix, influencing skills). Choose in-company if you want to train your whole team at once or if the cases are strictly confidential. For the scheduled course, the trainer identifies your personal learning objectives during a telephone intake interview, so that the programme still matches your own practice.

Account Management course (3 days)

Name: Account Management
Price: 1875.0 EUR
Availability: InStock
Rating: 8.9 (4 reviews)

As an account manager you are the linchpin between the customer and the organisation. In this course you will work on your commercial skills and on strong relationship management, so that you really bind customers to you and meet your targets with ease.

Description

As an account manager you are the link between your clients and your organisation. You maintain existing relationships, actively look for new clients and make sure that the services or products purchased match what the client really needs. That calls for a solid mix of commercial and communication skills.

This Account Management course lays a solid foundation for that. You will work on your commercial effectiveness and learn how to convey the added value of your organisation convincingly. The result: higher targets and customers who are happy to come back to you.

A second key theme is relationship management. You will discover how to maintain both cold and warm contacts — not with a standard sales pitch, but by asking targeted questions and taking a proactive approach. You will also gain more insight into your own role, strengths and pitfalls in dealing with clients.

Topics

Drawing up an account plan
Current developments in account management
Making a customer analysis
Selling products and services
Customer-focused telephone skills
Recognising and further developing your personal role and qualities
Applying internal and external customer focus
Recognising customer needs and buying motives
Guiding decision-making processes at the customer
Developing influencing skills
Using the marketing mix
Listening and conversation skills, including questioning techniques
Conducting, leading and steering a focused conversation
Dealing with emotions and resistance
Presenting proposals

Result

After this course:

you can better put yourself in the customer's position;
you will know how to actively enquire about the customer's wishes;
you will know how to put the customer's objective centre stage, so that they are more likely to do business with your organisation;
you will have greater insight into your own role and skills when dealing with customers.

Target audience

This training course is intended for account managers who want to increase their effectiveness in the profession. You are given a solid theoretical foundation and ample room to practise with real-life situations. Whether you are just starting out as an account manager or have been in the field for a few years and want to sharpen your skills: this course offers the depth that suits your work.

Teaching method

During this course you work in a small group of no more than eight participants, so you receive plenty of personal attention from the trainer. An intake takes place beforehand, in which you discuss your learning objectives and your situation, after which the trainer tailors the programme accordingly.

The course is practice-oriented and interactive in its set-up. You will actively work with exercises, role plays and cases from your own working practice. By doing and experiencing, you develop your commercial and communication skills far faster than by absorbing theory alone. The trainer creates a safe atmosphere in which you can calmly experiment with new behaviour and receive immediate feedback.

The alternation between short theoretical explanations, practical exercises and reflection means you can apply what you have learned directly in your work as an account manager.

Prior knowledge

No specific prior knowledge is required for this training course. Do you already work as an account manager or would you like to move in that direction? Then this course ties in well with your daily practice. Your own experiences and learning requirements form the starting point during the intake.

Comments

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In-company

Would you like to organise this training for a whole group or several groups? This can be cost-effective. For example, we can tailor the content entirely to your organisation, and training a whole group is also cheaper.

Are you looking at large numbers of participants or a complete academy? That involves a great deal. Consider planning and communication, for example, or identifying and agreeing the objectives and content of the training. Or differences in level, feedback mechanisms and safeguarding. Fortunately, Learnit has extensive experience in this field (more than 25 years) and we are happy to help you through this process.

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Language

The training is given in Dutch as standard. The trainer has a good command of English. English-language course material can be used. With a minimum enrolment of 3 participants, the training can also be given entirely in English.

Number of days:

3 days

Course times:

from 10 am to 5 pm

Study load:

21 hours

Education level:

This training is suitable for all levels.

Exemptions:

Exemptions do not apply to this course.

Preparation time:

No preparation time applies to this course.

Certificate:

At the end of the course, a certificate is issued as proof of participation.

The best training for you

At Learnit you will always find a course that takes you further. From (technical) IT skills to communication or personal leadership. You can also choose the training format that suits you best: a classroom course, a tailor-made course at your own office, an online course or an e-learning. We have the right course and the right format for everyone. Because learning in the way that suits you best delivers the best results.

Moving forward together

Taking a training course at Learnit means learning together. Together with your experienced trainer, together with your course group or together with your colleagues. And whether you take the training at home, at your office or at one of our training locations, we are always available to help you. To share our knowledge with you in a way that is genuinely useful to you. Getting further together through personal attention and understanding each other well; that is what we believe in.

Apply it directly in your work

Learning theory from a book that you can then hardly use in your work? Not at Learnit! Whichever training you take with us, you can put it to use at your workplace straight away. Because of the unique learning objectives you set together with the trainer at the start of the training. Because of the alternation between theory and (interactive) practical assignments. And by bringing the challenges you face in your daily work along to the training.