Professional Negotiating Skills

Professional Negotiating Skills

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiating Skills training on May 15th - May 16th. This professional masterclass is for people in a sales, management or buying role who are directly involved in negotiations.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.
Consultative Selling

Consultative Selling

Develop a highly effective, successful and professional approach to selling that engages and motivates the customer to buy. Join our Consultative Selling open course on June 5th - June 7th 2018 at London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

Key Account Management

This programme is for experienced sales people who have, or will soon have, responsibility for managing strategic relationships with key customers.

The Key Outputs:

  • A comprehensive toolbox for driving efficient selling activity.
  • A clearly defined process for creating stronger and more profitable relationships that are secured from competitor activity.
  • A defined set of methods and activities that will increase the wallet share from key customers.

The Agenda (3 Days)

Introduction and Objectives

  • Setting the objectives for the participants.

What does KAM feel like?

  • This examines the emotional aspect of dealing with key customers and how each treats the other.

The Mercuri Key Account Model

  • This model brings together all of the essential elements of KAM, both at a strategic level and operational level.

Selection Criteria

  • How to define your key accounts. The criteria that determines those that need specific attention.

Managing Information and People

  • This section examines the critical information needed to effectively manage your way around the decision making process.

Objectives and Strategies

  • How to ensure your activities are aligned to a clear goal that will deliver what you need from your key customers.


  • How to build the right key account team.


  • The impact of their demands on your offer.

Planning and Measurement

  • How to build and monitor the key account plan.

Personal Action Planning

  • How to implement the key learning points.

2 Oct 2018 09:30 - 4 Oct 2018 17:30
Key Account Management
From:2 Oct 2018 09:30
To:4 Oct 2018 17:30
Location:London - Heathrow Crowne Plaza