Key Account Management

Beyond “selling big,” key account management requires both organisational and operational commitment to do it properly. Your key relationships can deliver outstanding results, but only with a robust and structured relationship management process. Mercuri International partnered with a leading European business school to develop a key account management approach which will secure your business success!

Key account management is not just about selling big! At Mercuri International we can show you what key account management really means.

Key account management is not new. But achieving excellence in key account management is not easy, and has become more difficult and more important. This is why Mercuri International and our European Business School partner, have joined forces to develop a complete Key Account Management methodology including:

  • The need for information
  • Developing key account objectives
  • The role of strategy and tactics
  • Key account solutions
  • People and team work in key account management
  • Key account planning and measurement

The robust, comprehensive and highly commercial model addresses business-to-business key account management in national, international and global contexts. The needs of small, medium sized and large organisations have been taken into account.

The research results from the key account management specialists at the University of St. Gallen in Switzerland have been blended with Mercuri International’s proven sales processes and practical experience of many sales consulting and sales training projects to create a truly world-class key account management method and a supporting toolbox.

Key account management is a complex task. Doing it right requires commitment and, above, all, preparation. Click here to receive our Key Account Management whitepaper.

Related content:

In House Sales Leadership Management Training

20 ways to get the best out of your relationships with your customers