Course : Managing key accounts
Practical course - 2d
- 14h00 - Ref. ATG
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 | Master the specificities and challenges of a major account |
| Understand the workings and expectations of a purchasing department |
| Developing and securing the loyalty of a major account |
| Negotiating with key accounts and purchasing departments |
| Follow your key account |
Intended audience
Sales people, consultants, key account managers.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
This interactive training course is based on exercises and the development of an individual action plan based on situations and case studies.
Teaching methods
In addition to this training course, ORSYS provides Atlas members with mobile learning modules. They will be available 7 days before training and for 30 days after training.
Course schedule
1 Understanding how a major account works
- Understand the specifics of a major account.
- Identify the strategic axes of the key account.
- Map a major account.
- Identify key account players.
Exercise
Using a key account from their customer portfolio as a starting point, participants draw up a list of key players and begin drafting their sales action plan.
2 Understand the decision-making processes of a major account
- Identify the different decision-making circuits.
- Measuring buyer power.
- Identify the precise role, power, internal position and influence of each key player.
Exercise
Using a key account from their customer portfolio, participants complete the account mapping and implement their sales action plan.
3 Preparing for future negotiations
- Lobby the account and encourage the emergence of a sponsor.
- Validate information for safe use.
- Understand and measure the 7 levers of negotiation.
- Look for "pain" and value it.
- Influence the choice of decision criteria.
- Developing an influence strategy: how and by what means.
- Identify potential objections.
Exercise
Using a major account from their portfolio, participants identify decision-making criteria, measure the 7 levers of negotiation and draw up a diagnosis of their ability to influence.
4 Negotiating with a major account
- Ensure its MESORE (MEilleure SOlution de REpli).
- Identify the cost of change.
- Draw up a matrix of change agents.
Exercise
Using a major account in their portfolio, participants seek to establish the cost of change for the customer. They implement their sales action plan.
5 Define monitoring indicators and manage key accounts
- Establish your milestone and define milestones and deliverables.
- Understand the notion of "potentiality" of a major account.
- Measure the probability of success for a major account, based on factual and objective elements.
Exercise
Participants identify the elements that contribute to measuring the potential of a key account according to the specific features of their offers. They identify a few quality criteria for measuring the probability of a deal's success, and apply them to a current deal.
6 Formalize an individual action plan
- Implementation of an action plan.
- Define the chronology of actions to be carried out, and identify those responsible.
Hands-on work
Finalization and formalization of the sales action plan.
Customer reviews
4,5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
AURORE M.
26/03/26
5 / 5
A very interesting and rewarding training course. One slight drawback was that the exercises weren’t accessible to everyone. The exercises were based on a client from our own client portfolio, but as I’m retraining, I wasn’t able to do anything.
CÉCILE I.
26/03/26
4 / 5
Perhaps we could do more role-play activities among the participants
DIMITRI C.
26/03/26
4 / 5
It’s too complicated to do remotely, but I’d missed the in-house training. I think being from the same company is a plus as well.
Publication date : 09/03/2025
PARTICIPANTS
Sales people, consultants, key account managers.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales people, consultants, key account managers.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
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Remote class
Dernières places
Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.