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