This program focuses on effectively managing retailer, dealer, or distributor accounts in terms of a sales process routine. This program also details the tools and reports to handle and develop versions effectively. Lastly, this program explains alternative actions in developing business with customers.

Key Topics

I. Defining Account Management

A. What is Account Management?
B. Responsibilities of an Account Manager
C. Importance of Account Manager

II. Setting a Clear Path for your Account

A. Business Performance Review
B. Sales Contracts

III. Sales Management Tools for Effective Account Management

A. Monthly Coverage Plan
B. Account Call Sheet (Objectives, Results, Next Steps)
C. Account Sales Report (Inventory, Sales, Purchase)

IV. The Account Manager’s Daily Routine

A. Preparation for the Day
1. Check yourself
2. Retrieve emails and memos
3. Review objectives for the day
4. Plan your call schedule
5. Prepare your sales and merchandising tools
B. Selling Proper
1. Pre-call
a. Review output from previous call
b. Review and update sales call objectives
c. Prepare your selling materials
2. Call Proper
a. Greet the customer
b. State your call objective
c. Get sales collection
d. Provide merchandising materials
, e. Get inventory and sales volume data
f. Determine the order
g. Discuss marketing promo
h. Present suggested order
i. Close the deal
j. Thank the customer
3. Post-call
a. Analyze call result
b. Record and report call output
C. Closing Activities
1. Complete records and reports
2. Review objectives versus results for the day
3. Report output to your superiors
4. Discuss any support request or concern to department PICs
5. Prepare for following-day coverage

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