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Account Management course

In this Account Management course you will learn commercial skills and relationship management. You will strengthen customer contact, hold focused conversations and get more out of your accounts.

8.9 from 4 reviews 4,6 on Google NRTO quality mark

Free cancellation up to four weeks before the start, so feel free to book now.

For a team or department? Arrange your own group, at your premises or ours. In-company for your team

In brief. Account Management is a 3-day classroom course. You can take it in Amsterdam, Utrecht, The Hague and Zwolle or online, in a group of no more than 8 participants. The price is EUR 1875,- excl. VAT per participant, including course materials, lunch on location and a certificate of attendance. For a team or department we also deliver this course in-company.

  • Stronger customer relationships, higher targets
  • Genuine connection with every client
  • Personal growth as an account manager
  • Directly applicable in your own practice
  • A maximum of eight participants per group
RobJeroen

Your trainer: Rob or Jeroen 390 evaluations in total, averaging 8,7. View the trainers

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 important 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 adopting a proactive attitude. You will also gain more insight into your own role, qualities and pitfalls in contact 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

None in particular.

Practical information

Number of days
3 days
Course times
from 10 am to 5 pm
Teaching hours
18 hours
Education level
Suitable for all levels
Preparation time
None
Included
Course materials and lunch on site
Certificate
At the end of the course you will receive a certificate of attendance
Cancel
Free up to four weeks before the start (cancellation terms)

Language

The course is given in Dutch as standard. The trainer speaks English. English-language course materials can be used. If at least 3 participants register, the course can also be given entirely in English.

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.

Request a quote More about Account Management in-company

All start dates

3 training days. In order of date.

  • Wed 11 Nov to Wed 9 Dec 2026 Online · 10:00–17:00Free cancellation until 14 October Enrol
  • Wed 11 Nov to Wed 9 Dec 2026 Utrecht · 10:00–17:00Free cancellation until 14 October Enrol
  • Thu 17 Dec 2026 to Thu 21 Jan 2027 Zwolle · 10:00–17:00Free cancellation until 19 November Enrol
  • Thu 7 Jan to Thu 4 Feb 2027 The Hague · 10:00–17:00Free cancellation until 10 December Enrol
  • Tue 9 Feb to Tue 9 Mar 2027 Amsterdam · 10:00–17:00Free cancellation until 12 January Enrol

No suitable start date? Send us a date request, and we'll look at the options together.

This course by city

This course for your team?

Plan your own group on a date that suits you, at your office, at our premises or online. We tailor the content to your day-to-day work, and training a whole group is cheaper than individual bookings.

  • Your date and location
  • Tailored content
  • Multiple groups or an academy are also possible
  • More than 25 years' experience
Request a quote No obligation, an adviser will be in touch shortly How in-company works

The trainers for this course

Ratings from participants after completing their course, across all courses by this trainer.

Rob

Trainer in communication and leadership 8,6 from 346 evaluations

Jeroen

Trainer in communication and leadership 9,5 from 44 evaluations

What others say about this course

8.9
Account Management course: average 8.9 from 4 reviews

"An excellent programme with a knowledgeable teacher with a great deal of knowledge and expertise! Really recommended for people who want to learn a lot about communication and account management!"

M. Satarzai - VodavoneZiggo10.0

“I really liked the fact that, alongside attention to the group, the trainer also went into depth with you personally to help you get to know yourself.”

R. Nijkamp
AfterPay8.4

“First of all, my compliments on everything. The course materials were all ready and genuinely matched the training. The trainer was excellent! There were four of us participants, all from different sectors. The personal attention she gave everyone was remarkable. With her insight into people, she can describe you completely.”

Anonymous8.8

“The trainer taught the whole group, but at the same time gave us personal attention. I felt she was genuinely working with you to make you better. That really appealed to me.”

Anonymous8.4

Training formats

Classroom

3 days€ 1875,-
  • Pleasant venue with a good trainer
  • Small groups
  • Inspiring and motivating
Choose a date

Online

3 days€ 1620,-
  • Online with a trainer
  • Personal
  • Practical and interactive
Choose a date

In-company

Bespoke trainingOn request
  • 100% for your group
  • Bespoke training
  • At your place or ours
View in-company

Workshop

Up to 4 hours for groupsOn request
  • Suitable for events
  • Interactive and inspiring
  • Large groups too
Request a quote

Private training

At our place or yoursOn request
  • 100% just for you
  • Achieve a lot in little time
  • Whenever you want
Request a quote

Frequently asked questions

Can I cancel free of charge?

Yes. Up to four weeks before the first day of the course you can cancel free of charge, without giving a reason. You then receive a credit note or, if you have already paid, a refund. If you cancel later, you pay part of the course fee: 25% between four and two weeks before the start, 75% in the two weeks before it and 100% in the final week. Moving to another start date is free of charge up to two weeks before the start, after that 50%. Sending a colleague in your place is always possible. Read the cancellation terms.

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 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 matched to your own learning objectives by means of an intake interview.
Do you receive a certificate after the Account Management course?
Yes, after completing the 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, making your development 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. Thanks to this small group, you receive plenty of individual attention from the trainer and there is room to practise with real-life situations. An intake interview takes place beforehand, in which your learning objectives are discussed. The programme for the course days is then tailored accordingly.
What is the approach of the Account Management course?
The Account Management course is taught in a classroom setting and starts with an 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. With a maximum group size of eight participants, you receive plenty of individual attention and feedback.
What does the classroom Account Management course give me that I cannot get from a book or an online course?
In Learnit's classroom Account Management course, the difference from self-study or e-learning lies mainly in practising conversation skills. You practise live with listening and questioning techniques, dealing with emotions and resistance, and presenting proposals. You don't 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 individual attention. Beforehand there is an intake interview, in which the trainer identifies your learning objectives and tailors the programme accordingly. Theory such as drawing up an account plan or the marketing mix you can partly learn on your own. The behavioural component (maintaining proactive contact, uncovering customer 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. It suits you if you already have customer contact or will have it shortly, and if you want to learn to work in a structured way with an account plan, customer analysis, questioning techniques and influencing skills. During the intake, the trainer identifies your personal learning objectives and the programme is tailored accordingly. As a result, the course suits both account managers who are just starting out and experienced professionals who want to sharpen their approach. The course is taught in a classroom setting in groups of up to eight participants. Not sure? The intake will tell you 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. A relationship manager maintains existing customer contacts and ensures satisfaction among current accounts. An account manager does that too, but is also responsible for bringing in new customers, drawing up an account plan and meeting commercial targets. The role is therefore broader and more commercial. This classroom Account Management course covers both sides. You work on commercial skills such as customer 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 working purely in relationship management without commercial responsibility will find this course broader than necessary.
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 classroom Account Management course. You practise with the building blocks: customer analysis, objectives, use of the marketing mix and concrete action steps per account. Because the group has a maximum of eight participants, there is room to bring in your own customer situation during the exercises. Bear in mind that in practice an account plan often requires alignment with sales, marketing and management within your organisation. The course gives you the framework and the skills. You write the final version yourself, based on internal data and strategy. For strategic key account plans at board level, further specialisation (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 has a maximum of 8 participants from different organisations. So you learn with and from account managers in other sectors, which broadens the practice cases and role plays. An in-company course takes place at your own location, 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. On the scheduled course, the trainer identifies your personal learning objectives during an intake, so that the programme still matches your own practice.

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Next start: Wed 11 Nov to Wed 9 Dec 2026 in Utrecht, also available online

Free cancellation up to four weeks before the start, so you can secure a place now.

Choose a date Request a quote
€ 1875,-excl. VAT · next start Wed 11 Nov
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