Funded Programme -
Account Management

Earners of this Certified Account Management Professional certification will master the skills to understand complex sales situation, identify motives and behaviours of accounts, social account engagement and penetration, growing account network, identifying account needs and proposing solutions for success, and learn how to improve sales performanace
and year on year account growth, work with internal and external stakeholders, understand the psychology of B2B/B2G selling environments.

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account manager

Duration
8 weeks

SKILL LEVEL
Intermediate

LECTURES
14 modules

Duration
8 weeks

SKILL LEVEL
Intermediate

LECTURES
14 Modules

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Account Management Professional Programme Details & Coursework Overview

Pillar A - Understanding Account Management, Roles, Responsibility and KPIs

The objective of this part is to familiarize the learner with account management fundamentals, roles and responsibilities of an account manager and account management KPIs. This module covers the following topics:

This module covers the key concepts of account management explaining what it is, why it’s important, and how to tackle the key account management process, understanding roles and responsibilities of ana account manager and account management KPIs.

Business management
social selling

Pillar B - Territory Management & Account Segmentation

The objective of this part is to familiarize the learner with the essentials of territory management, and account segmentation. It covers the following modules:

This module includes sales territory management, different types of accounts and engagement with accounts.

This module teaches strategic tools and concepts, and how to gather account intelligence through macro and micro analysis. It also covers the concept of stakeholder mapping to understand various personas and personalities.

Pillar C - Selling Into Accounts & Sales Engagement

In this part, the learner will learn the tactics for selling into accounts, growing existing accounts, various sales methodologies, presentation and demo skills, persuasion and influence fundamentals, negotiation and objection handling, creating powerful sales proposals, and closing strategies and tactics.

This module teaches how to manage relationship with existing customers, techniques of cross-selling and up-sell, and how to engage account virtually and in person.

This module covers the introduction to sales and various sales methodologies like social selling, referral selling, solution selling, etc.

This module teaches techniques and tactics on prospecting, pitching, persuasion and influence, and sales discovery. It also covers the most common objections that crop up throughout the sales process, how to prepare for them, and strategies for responding. 

This module teaches best practices for sales engagement such as engagement etiquette, follow-up cadence, and rhythm of operations. 

This course covers tactics and demonstrates how to present a solution to the stakeholders. It also covers the essential demo skills. 

This course covers specific negotiation tactics, and demonstrates how to come to a win-win situation through the use of trading.

This module provides tips and techniques to develop a successful closing strategy. It also teaches how to nurture the relationship with the buyer, overcome obstacles, recognize buying signals, and ask for the business.

Sales Management Coaching
soft skills

Pillar D - Customer Retention and Account Growth

In this part, the learner will learn  customer retention and recovery strategies and how to drive account growth.

This module explains how to develop a customer retention strategy that helps to keep customers loyal. It also teaches how to respond to positive and negative feedback and manage difficult clients and conflicts.

This module teaches account planning strategies and how to become a trusted advisor.

Pillar E - Sales Peipeline Management & Digital Sales Practices

In this part, the learner will learn the basics of sales pipeline management, sales forecasting, opportunity management, and tactics for digital sales practices.

In this module, learners will learn the basics of lead qualification and opportunity management techniques, sales forecasting and annual sales forecasting. It also teaches how to create quality and comprehensive business reviews.

This module helps learners to integrate digital techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools.

effective sales management training

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Assessment and Exam Matters

All students will receive a Certification of Completion  by Asia Pacific Sales & Marketing Academy upon completing all online modules and passing all integrated quizzes.

For Certified Status

Students opting for Certified status will have to register at edu@apacsma.com. Our Educational Consultants will reach out to you on the process, assessment, and certification fees. 

Exams will include knowledge verification assessment, capstone project &/or an assignment. Students will have to pass with 75% and above (in combined aggregate score) to be eligible for Certified status. Dual endorsed certification will be issued by Asia Pacific Sales & Marketing Academy and Institute of Sales Professionals, UK with official recognition as Certified Account Management Professional (CAMP™). CAMPs can use this credential on their name card and on LinkedIn.

APACSMA will issue a digital badge and Certificate in Account Management within 2 weeks of completion. You will receive a notification from edu@badges.apacsma.com.

To help showcase your achievements, APACSMA has developed together with industry bodies and academia to provide you with unique blockchain verified credentials, a digital version of your qualifications and abilities.

Once you have accepted your badge, you can broadcast the badge directly to your social networks: LinkedIn, Twitter and Facebook; over email; embedded in a website or in your email signature.

For more details on badging click here. 

Certification in Sales Management by APACSMA is the recommended next course to upgrade from Individual sales contributor to sales team manager. You can select electives based on your role. Click here to view the course. 

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For an official quotation, to get an approval from your management, please fill up the form below indicating “Request for Quote” under Type of Enquiry”.

Send us your message and we will be in touch within 2 business days.

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