Course Overview
This programme module aims to equip the learner with the knowledge, skill and competence to develop and manage key customer accounts, using marketing and selling principles, to enable a business to achieve market share and commercial aims.
• Evaluate new customer opportunities via market research techniques.
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Examine business-to-business selling, negotiating, and proposal strategies.
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Apply market segmentation theories to gain a better understanding of customers.
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Identify key target contact personnel within customer groups via customer profiling to include their motivation to purchase.
• Select appropriate strategies for
entering overseas or new markets
to include direct, agency, distributor,
strategic alliances or joint venture.
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Appraise key marketing principles and develop communication plans to attract new customers
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Evaluate the principles of account development and management to include how successful organisations align themselves to support key accounts.
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Investigate the national framework for state support in promoting new business start-ups and Microenterprises.
• Devise and structure a customer focused sales call.
• Create a customer loyalty scheme or plan.
• Create plans and strategies to develop
NOTE: learners undertaking online courses must have basic it skills and have access to the necessary ict equipment, software and Broadband capability to enable them to undertake an online course.
