Account Relationship Strategies for Oil, Gas and Power

The subjects and topics are transferred by means of short, focused presentations, which are followed by experiential learning sessions. In these sessions, the knowledge gained is applied to real-world examples and case studies. Rapid learning of the methods and techniques is achieved by means of group work, individual work, participant discussion, facilitator interaction, and constructive feedback.

The participants of this training course will receive thorough training on the subjects covered with a variety of proven adult learning teaching and facilitation techniques. The available analytical tools have built for the participants to use to assist in their strategic planning freely.

This training course will focus on the Oil, Gas and Power sectors that draw upon the latest thinking in terms of relationship building, the science of persuasion, why people say "yes" and account profiling for maximum profit.

By the end of this training course, the participants will learn to:

• Implement the total procedure of key account management to sell strategically, prioritising effort and resources for optimal payoffs
• Emphasis resources, time, and attention efficiently in the progress of key accounts
• Demonstrate competence and self-confidence in managing key accounts
• Build lasting, sustainable relationships and communicate more effectively with key customers
• Develop long-term mutually beneficial relationships
• Understand how to create compelling value propositions and how to present them persuasively

This Gulf Rowad Developing Strategic Sales & Account Partnership with Oil & Gas and Power Sectors training course is highly specialized, but its teaching will be invaluable to a wide range of sales and marketing professionals.

Consequently, this training course is suitable for a wide range of professionals but will greatly benefit:

• Mid-career Level Sales
• Business Development Managers and Professionals
• Key Account Managers
• Global Account Managers
• Strategic Account Managers and Major Account Managers
• Senior sales staff and account managers with interest in Key Account Management
• Sales managers and directors intending to implement a key account management strategy within their organisation
• All those on the key account support team
• Others who regularly participate in key accounts including line managers, bid team members, marketing and technical staff

Organisational Impact

There are several advantages that an organisation can accrue as a consequence of sending the participants on this training course, including:

• Improved strategic partner status
• More effective key account managers
• Increased forecast accuracy and certainty of outcomes
• Ability to anticipate and counter the efforts of competitors
• A systematic, strategic approach to selling, throughout the value chain
• Improve corporate-wide understanding of customers and better long-term relationships

Personal Impact

Many personal benefits that will accrue to the participant attending this course, specifically:

• Develop a strategic approach to account management and selling
• Understand the scope and competencies of the key account management role
• Develop a key account plan
• Recognise the stages of a key account relationship
• Identify and develop potential in your key accounts
• Build and develop sustainable positive commercial relationships by using the latest thinking in human relationships
• Understand how to use the science of persuasion
• Advanced relationship-building skills