Managing Accounts for Profitability

Account management is managing each account to get the maximum sales volume from it, at a healthy profit, while maintaining the standards of performance and ethics necessary for a long-term business relationship. This requires both great relationship skills and strong business skills.

In the AMS Sales Training Course Managing Accounts for Growth, we focus on the relationship side of account management. But all the strong relationships and high market shares in the world won’t do you much good if your company isn’t making a profit. So in this course, Managing Accounts for Profitability, we’ll look at the business side of account management.

As a salesperson, you have a major impact on account profitability. Every order you write, every credit or exchange you agree to make, or service call you complete has a direct impact on your company’s profit. In fact, almost every decision you make—which route you take, whom you phone or visit, which product you recommend, and what price you sell it for—increases or decreases your company’s profitability. In a sense, account management is profit management.

After completing this course, you will learn:

• How to calculate gross margin, and why it’s so important
• Why price discounting is risky, and how to avoid it
• How you as a sales rep can help reduce operating expenses