The Edinburgh Chamber of Commerce boasts one of the most dynamic, diverse and business event calendars in Scotland.

Sales and Account Management

Sales and Account Management

@ Edinburgh Chamber of Commerce 40 George Street EDINBURGH Midlothian EH2 2LE

25th September, 2019 09:30-16:30 Training 195.00-250.00
Sales & Account Management

This full day highly interactive and practical workshop will teach you to effectively understand the needs of your customers and manage them in an effective and proactive manner. It focuses on the Business to Business selling environment and will equip you with the essential key skills and techniques required in the professional management of key accounts.

Course Outcomes:  

This workshop focuses on:
  • Key aspects of building strong relationships
  • How we communicate with our customers
  • The 4 building blocks of relationship building credibility
  • The relationship hierarchy and where we sit with our customers
  • How we go about building strong relationships
  • How to negotiate and close sales
  • Best practice techniques, strategies and principles of professional account management
Course Level:

Workshop is suited to all level of account and relationship managers

Who is this course aimed at?

Customer relationship managers, account managers or sales individuals looking for a move towards account management.

Course outline: 

Training will focus on the following key skills required for sound account management:
  • Understanding the needs of your customers
  • Segmenting your customers to ensure best return
  • Getting close to your ‘Top 20%’ of customers
  • Being proactive in how you manage your customers
Trainer info:

Brendan Walsh has worked with organisations in Australia, New Zealand and the UK to help them build vibrant sales & service cultures.
Helping people realise that proper selling is not hard selling, it’s about understanding the needs of their clients.  It’s about building strong relationships. It’s about making your ‘best your best everywhere’ and displaying sound & professional needs-based selling skills.

The key to sales growth? Activity! Are you doing enough activity? With the right people? With skill, knowledge and enthusiasm? Are your salespeople being held accountable for committed activity?


“The needs-based selling approach espoused by Hawthorn helped us to get close to the key people in ASDA and understand what they were looking for from suppliers such as Heroes. We now understand that sales is all about building relationships rather than pushing your product, even though we’ve got a great product!”

Chris Gillan,
Managing Director,
Heroes Drinks Company


Business Comment

Business Comment is the Edinburgh Chamber of Commerce’s bi-monthly magazine. It provides insight on Edinburgh’s vibrant business community, with features on the city’s key sectors, interviews with leading figures and news on new business developments in the capital.
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