Global epidemics, volcano eruptions and airline failures have not stopped the requirement for corporate travel, nor will they.
Business people have the option of video conferencing as an alternative to face to face meetings, however most know that non-verbal communication including, but not limited to, body movement, gestures, scribbling, off-camera nods and head shakes, can truly impact a meeting’s outcome.
Many business people also need to show their products. The tangible effect of holding something or being shown how to operate a new piece of machinery can rarely be effective if not done in person.
Video conferencing is not failsafe. The office cleaner making the rounds with a vacuum, working from home, Amazon delivery/dog barking/children interruptions or internet failures can also negatively impact business discussions.
Meetings also tend to have a non-business social element where relationships are cemented. Moving from the boardroom to the restaurant is not uncommon with discussions varying from holidays, family, sport activities etc, creating a bond that is critical to establishing long term customer relationships.
So, while business travel continues, there will continue to be a need for exceptional account managers.
This course has been written by Wayne Durkin, a highly experienced corporate travel director of sales and account management with over 25 years’ experience working within airline and corporate travel management.
Key Topics Covered:
Describe the core skills to becoming an account manager, including:
- Knowing and understanding your customer
- Building strong relationships
- Preparing for review meetings
- Handling difficult and challenging subjects
- Developing consultative selling skills
- Managing data and analysis
- How to present value to customers
- Supplier management and travel procurement
- Communication and presentation skills
Fi Morrison-Arnthal
Fi is a qualified training and development specialist who has spent her career leading, training, coaching, developing, and recruiting within travel and hospitality.
Her career started as a junior manager with a boutique hotel chain, learning all areas of hotel operations including sales, service and management, before moving into leisure travel with Lunn Poly (TUI), first as a travel consultant, and latterly as Progression Regional Sales Manager. Winning several awards, Fi’s achievements included ‘Shop of the Year’, ‘Highest Revenue Increase of the Year’ and ‘100% Mystery Shopper Awards’.
As Co-op Travelcare’s Training and Development Manager, Fi led a team of national training officers, providing training and development to over 400 branches, call centres and business travel operations. She was responsible for winning national training awards from Travel Weekly and TTG for the design and results generated from innovative courses.
Moving to Cape Town in 2005, Fi became Go2Africa.com’s Head of Sales, Operations and Organisation Development. Growing the sales team from 16 to over 50 high-performing Africa Safari Specialists, she was given the autonomy to strategically lead and manage multiple departments and functions, achieving high year-on-year profitability consistently throughout her tenure.
Returning to retail leisure travel, Fi joined Pentravel, South Africa’s largest independent retail travel chain, as its National Sales and Organisation Development Manager. Implementing people, training, sales and organisation development initiatives, policies, and procedures, she led the business to exceed all previous year profits and annual budgets.
Forming Big Ambitions, a business consultant company in 2013, Fi helped prominent international travel businesses recruit and train travel people. Recognised as ‘the’ travel sales trainer in South Africa, she was the Mystery Shopper for South Africa’s Travel News Weekly and ETNW and chosen by South Africa’s number one Travel Industry Portal, ‘Travel Info’, to write its e-learning sales programme.
Fi returned to the UK in 2015, and is now the Managing Director at Ambitions Travel Recruitment and eLearning She is relied upon and chosen by some of the world’s largest travel, hospitality, and technology brands to assist with their people plans.
Wayne Durkin
Wayne is an highly skilled Corporate Travel, Director of Sales & Account Management and has over 25 years’ experience, managing customer accounts while working within the airline and corporate travel management industries.
He studied Strategic Account Management while attending the Sales Directors Programme at Cranfield University, where he had the opportunity to learn from some of the leading thinkers in sales and account management, Lynnette Ryals and Neil Rackham, the creator of SPIN Selling Methodology.
Wayne has experience of managing customers of all shapes and sizes, including successful leadership of global account management programmes for a number of multinational organisations.
Wayne has used his experience to author training for individuals looking to move into a corporate account management role or for those looking to enhance their existing account management skills.
Course Content
Course Includes
- 1 Lesson
- Course Certificate
