Account Development - RecruitmentTraining.com

Understand why there is no such thing as ‘account management’ – your job is to proactively develop accounts

This Course Content

Major account development

Account management – Introduction and learning cycle (6.18 mins)

Account management – Account mindsets (4.04 mins)

Account management – Key account information (1.56 mins)

Account management – Bow Tie model (5.41 mins)

Account management – Know / Want matrix (5.21 mins)

Account management – Cockpit concept (3.12 mins)

Account management – Desert Island Data (1.17 mins)

Account management – Know their customers customer (4.56 mins)

Account management – Performance inventory (1.38 mins)

Account management – 5 step partnership pyramid (3.41 mins)

Account management – The 4 generations of selling (2.45 mins)

Account management – Cost benefit analysis (1.5 mins)

Account management vs project management (4.1 mins)

Account management – The P.I.G (2.21 mins)

Account management – When selling is great (1.23 mins)

Account management – Who’s who? (3.23 mins)

Account management – Windows of opportunity (3.49 mins)

Strategic conversations to develop major accounts (3.56 mins)

Developing new accounts

Stronger Relationships (3.11 mins)

How to Capitalise After Your First Placement (2.18 mins)

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