Account Management
About Account Management
Account
management is a post-sales role that focuses on nurturing client
relationships. Account managers have two primary objectives: retain
clients’ business and grow those opportunities. They accomplish these
objectives by learning what their client's goals are and helping their
clients achieve them.
Unlike a traditional sales role, which is
short-term and focuses on landing the client, the account manager acts
as a long-term liaison and, hopefully, a trusted consultant for the
client.
Why is Account Management important?
The benefits of Account Management are:
• Achievement of cost benefits for both you and your customers.
• Streamlined business processes.
• Stronger business relationships, enabling greater repeat orders.
• Lessons that can be applied across your customer base.
• Improved customer satisfaction.
Who should take the Account Management Exam?
• Anyone who has clients that they need to manage effectively
• Account or Partner Managers
• Anyone interested in pursuing a career as an Account or Partner Manager
• Anyone who is in an interpersonal role and needs to manage relationships with external stakeholders
Account Management Certification Course Outline
1. Client Expectations
2. Client Needs
3. Client Perception
4. Client Attitudes
5. Client Handling
6. Client Listening and Tools