Relationship Building Behaviours

Effective account development relies on the account manager having excellent relationship building skills.

A survey of companies found that the following are the most important relationship building skills they expect from supplier account managers:

• Utilising Basic Selling Skills
• Building Strategic Plans
• Engaging in Self-Appraisal
• Establishing a Vision
• Consultative Problem Solving
• Orchestrating Resources
• Understanding Financial Impact
• Aligning Strategic Objectives
• Listening Beyond Product needs

You should assess yourself against these criteria and identify key development actions.

Development Areas	Key Actions

To help you manage Key Accounts in a way that produces more profitable partnerships why not attend our
Key Account Management Open Course. For further information or to book a course please contact:

Faye Shipley
T:  01789 734300
E:  fayes@structuredtraining.com