Selling To Key Accounts

Course Summary

This course is for Key Account Managers, providing practical and innovative skills, processes, forms and tools so that they can develop and implement plans, strategies and tactics to ensure reliable, profitable and on-going key account business.


World Class Training


There is a difference in selling to major accounts or key accounts than in selling to the rest of your account base.  This course covers the need for key account management, the principles underlying key account management, identifying key accounts, evaluating opportunities for selling to key accounts, understanding personalities within key accounts, formulating the key account management strategy and developing a Strategic Key Account Development Plan.


You will leave equipped to plan your strategy, execute it effectively and conclude a deal without giving away your profit.

Key Information



Book and Pay Online Discount Price: $1,870


Sydney, Melbourne


See below for sessions (Book Now)

Course Sessions

Upcoming Events

There are no upcoming events at this time.


What is a Key Account?

  • What is the Role of a Key Account Manager?
  • Management Style
  • ‘X-Y Theory’ Questionnaire
  • 4-P’s for Key Account Success


  • Personality
  • Selling with DISC; Eight Factor Analysis
  • Tactical Action Form
  • Coach Profile Assessment
  • Power
  • Power Grid
  • Propensity to Change
  • Tactical Action Form


  • What We Sell and What They Buy
  • Value Proposition
  • Perception of Customer


  • Key Account Stages
  • Sales Goals
  • Strategies
  • Vision and Mission for Your Key Account
  • Customer Overview
  • Opportunity Assessment
  • Tactical Action Form


  • Account Profile
  • Competitor Assessment
  • Infrastructure Audit
  • SWOT Analysis

Key Account Plan

  • Tactical Action Form


The prime outcome from this program is a Strategic Selling to Key Accounts Plan.

Your Key Account Managers will attend this program, with details regarding a specific Key Account, and leave with a plan to increase success within that account.