With more companies segmenting sales units, Account Managers have been growing in demand and are an important player in the revenue growth of a firm. Learning the necessary skills to excel and advance in this position creates additional opportunities for a sales-oriented organizations. The APACSMA Account Management course provides your team with the skills and tools they need to excel in the role.
This Account Management Professional Programme is the combination of core modules of sales fundamentals, remote working, virtual sales, digital sales, social selling skills and the elective modules of account management such working in 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, work with internal and external stakeholders, understand the psychology of B2B/B2G selling environments..
In this module, learner will learn the learn the foundational concepts underlying all businesses, small to large. It also covers all the basics, explaining concepts such as how revenues and costs influence a company’s profit and which teams play a key role in any organization’s success.
This module covers, sales fundamentals, business-to-business sales, the key concepts of account management explaining what it is, why it’s important, and how to tackle the key account management process.
This module includes sales territory management, different types of accounts and engagement with accounts.
This module teaches how to gather account intelligence through macro and micro analysis. It also covers the techniques to gather the information of the accounts through LinkedIn search and LinkedIn Sales Navigator.
This module covers the fundamentals of the account-based marketing framework, introduces the TEAM—target, engage, activate, and measure—framework and explains how to identify the accounts and tools to get ABM done right. It also explains how to focus on quality, not quantity; craft the right messaging; and analyze the results of your ABM effort.
This module teaches how to expand the accounts by selling to executives and c-suites. It also covers the techniques of creating a sales elevator pitch with competitive differentiation and different sale methodologies such as up serving, cross selling and referral selling.
In this module, learners will learn to effectively manage channel sales, and partners. They will also learn how to manage sales leads and opportunitiesies with their partners. It also covers the fundamentals of joint solution selling.
This module covers the value of your personal online brand and will walk you through the process of setting up your Linkedin profile for social business success. It includes some of the most essential soft sales skills, including building connections, listening, and selling with greater emotional intelligence.
This module includes how to set up a customer journey mapping program for success, introduces tools and techniques to execute the journey mapping process, and conditions of satisfaction. It also teaches how to create quality and comprehensive business reviews.
This module explains how to word in the matrix organization, manage matrixed employees, excel as an employee in a formal or informal matrix, and capitalize on the unique opportunities that a matrix offers, including the ability to reach a larger network. It also teaches how to develop, launch, and track a high-performing cross-functional sales team.
This module explains how to develop a customer retention strategy that helps to keep customers loyal. It also includes key ingredients for customer retention, including how to make customer follow-up meaningful, memorable, and personal. It also teaches how to respond to positive and negative feedback, track trends over time, put feedback into action and how to harness customer feedback to improve the experience customers have to drive improvements to your products, services, and processes.
This module covers the techniques and tactics to sell in different kind of industries such as government, technology companies, professional services, financial services, telecommunication, manufacturing, healthcare, retail and consumer products.
This module teaches the fundamentals of social selling, how to build your trusted professional profile in LinkedIn, how to use social research to attract the ideal prospects, how to find the right audience and engage prospects using content and LinkedIn events. It also covers how to build your network within the buyer’s community and how to take the online conversation offline.
This module teaches how to set up a productive home environment, and how to research your clients online and on LinkedIn to build trust and credibility with your prospects. It also covers practical tips and tricks to do cold calling, structure a call, overcomes rejection or objections, the fundamentals of email marketing and the essential business etiquettes needed for writing an email, text message, or sending a voicemail.
This module teaches techniques and tactics on how to sell to different personalities and personas, fundamentals of persuasive selling, questioning techniques to ask great sales questions, creating informative sales presentations and demos, and how to lead and manage virtual meetings.
This course covers specific negotiation tactics, and demonstrates how to come to a win-win situation through the use of trading. 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 covers how to identify your offer’s specific value proposition, describe it with great copy, anticipate and overcome customer objections, add value; and create a sense of urgency and scarcity. It also covers the techniques to craft an irresistible offer using discounts, guarantees, partnerships, and more.
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.
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.
This course includes how to use today’s cloud-based communication and collaboration tools to get work done from anywhere, while remaining connected to the organization. It also covers how to create a productive work environment at home by structuring a day correctly and avoiding distractions.
This is an optional exam. There will be a One (1) hour audit conducted virtually by an Auditor. Individuals have to register their interest upfront. Exam scenarios will be shared during exam briefing. There is one (1) exam voucher included into this program to be redeemed within two (2) months of program completion.
Students who fails and wishing to retake have to go through the course work again and pay exam fees of SGD 300.
Students will receive a Certified Account Management Professional certificate by Asia Pacific Sales & Marketing Academy.
Upon passing your online tests and successful completion of your online course, submit your course completion scores to firstname.lastname@example.org for digital badging and eCertificate issuance within 5 working days.
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