Managing Global Key Accounts – Fintra

Aloitus: 23.10.2019 - 21.11.2019 / Paikka: Helsinki

Proven methods and approaches to grow your major international customers (KAM, SAM, OEMs).

Aloitus: 23.10.2019 - 21.11.2019
Paikka: Helsinki

Managing Global Key Accounts – training contents in English.


How to Make (Strategic) Account Management Work? 23.10.2019

Lead customer relationship and orchestrate your own team

  • Sales versus Account Management
  • A profile of a good Account Manager
  • Steps to create Key Account
  • Decision makers on many levels

Strategic Account Management (SAM)

  • Strategic Account Management versus Key Account selling
  • Expectation from suppliers
  • How to categorize Strategic Key Accounts
  • How to manage Strategic Key Accounts
  • 10 Golden rules to manage Strategic Key Accounts

Psychology in Sales 24.10.2019

Social styles

  • Utilize research results of social intelligence in sales situations.
  • Understand relative strength and development areas of various types.
  • Learn to recognize feathers that can – and will – break a camel´s back.
  • Learn take into consideration personal comfort zones both in sellers AND in buyers.

Persuasion methods

  • How to convert social styles into persuasion designated methods to tap into.
  • How to align seller, offer presentation and customers bias?
  • Improve your persuasion range

Tools for Solution Selling, 1,5 days 20.–21.11.2019

Consulting methods for Solution Selling

  • effectively map information for developing comprehensive solutions
    • consulting exercise: Petrol station
  • simple, yet elegant tools:
    • 7P® Model exercise: Applying the 7P® Model to Sales Activities
    • 3LT® Questioning and listening technique exercise: Getting at Value
    • pings for recognizing the most important themes
    • practicing the 3LT Process Exercise

Practical exercises

  • learning from real life: consulting exercises

Value-based pricing, half day 21.11.2019

  • How to convert the customer value into euros
  • How to avoid price centricity


3.500 € + vat

The training fee includes four training days from 9 am to 4 pm, training materials, lunch and refreshments.

This training will be held in English. More detailed description in Finnish »

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