Improve revenue by building long term relationships with your customers.

Context

Building strong long term relationships with existing customers ensures both the financial security of the organization and a return on investment of the initial cost of acquiring a new customer. Taking a full 360 view on nurturing and caring for your existing customers can lead to thriving customer loyalty and a healthy and successful hotel.

Main Objectives

The program will Experiences on innovative ways for contracting new corporate customers in tougher markets. The participants will learn how to strategically and knowledgeably define key accounts. In addition, they will explore the requirements needed to set up a systematic account management system within the sales department. The participants will also gain a deeper understanding of how to monitor account development and improve long term sales revenues.

Program Experiences

• Recognizing the correlation between a strong relationship with existing customers and successful account management
• How to build and care for these relationship
• How to contract new corporate customers in tougher markets
• How to strategically define a key accounts
• The importance of a systematic account management system within the sales department
• Understanding how to monitor account development and improve long term sales revenues
• Building and maintaining an account management system in the company
• Understanding the full “life time” value of an account
• Analysing and measuring and accounts performance
• How to set SMART goals with the account manager
• How to set a SMART annual activity plan for an account
• Understanding the impact of TMC’s and implants on account management

Qualification

This seminar is created for participants who are in charge of building and maintaining an account management system in the company.

Duration

1 Day