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Certificate of Account Management

Success in account management goes beyond ‘closing the deal.’ It’s about developing lasting client relationships, empowering business growth, and creating shared success. Whether you’re an account manager, sales professional, or business leader, this course provides the knowledge and skills to build lasting business success.
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Start Anytime
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Delivery Method
100% Online
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Study Hours
50 hours
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Course Access
12 Months

Certificate of Account Management

Success in account management goes beyond ‘closing the deal.’ It’s about developing lasting client relationships, empowering business growth, and creating shared success. Whether you’re an account manager, sales professional, or business leader, this course provides the knowledge and skills to build lasting business success.

The Certificate of Account Management is a professional development course that provides the communication skills, problem-solving mindset, and strategic thinking required to achieve strategic account management.

In this account management course, you will learn to develop strategic account plans, strengthen client engagement, and maximise value for clients. You will gain the tools to manage high-value accounts with confidence and impact through practical strategies, data-driven decision-making, and advanced negotiation techniques.

You will learn about customer needs analysis, performance monitoring, influence and persuasion, and leveraging customer feedback. You will also explore customising solutions based on client insights, anticipating challenges, and applying consultative sales techniques to deepen customer relationships.

On completion of this course, you will feel confident in handling strategic account management to advance your career in this dynamic industry.

Printed learning materials may be available free to print for this course. Requests can be made by contacting us. 

Course Structure
Certificate of Account Management

Unit 1: Foundations of Account Management

  • Strategic account management for business success
  • Transactional and strategic account management
  • The customer lifecycle
  • The psychology of client relationships
  • Trust building
  • Ethical considerations in account management

Unit 2: Account Management Planning

  • Defining your account management objectives
  • Segmentation of key accounts
  • Prioritising high-value customers
  • Personalised engagement strategies for different client types
  • Creating a structured account management plan
  • Risk assessment
  • Contingency planning for key accounts

Unit 3: Advanced Communication Strategies

  • Effective communication styles for different clients
  • Active listening and client relationship management
  • Handling difficult conversations
  • Managing client expectations
  • Developing persuasive messaging and client engagement
  • Storytelling techniques to enhance value proposition

Unit 4: Customer Needs Analysis and Engagement

  • Techniques for uncovering hidden customer needs
  • Identifying and responding to changing client priorities
  • Using consultative sales techniques to deepen engagement
  • Customer journey mapping for account growth

Unit 5: Performance and Key Account Metrics

  • Understanding key performance indicators (KPIs)
  • Customer feedback and satisfaction surveys
  • Identifying early warning signs of client disengagement
  • Implementing data-driven strategies for customer retention
  • Continuous improvement through performance reviews and adjustments

Unit 6: Influence, Persuasion, and Negotiation 

  • Principles of persuasion (Cialdini’s influence strategies)
  • Using social proof and authority to strengthen credibility
  • Psychological triggers and client decision-making
  • Negotiation techniques to create win-win outcomes
  • Contract renewals
  • Managing objections and overcoming resistance

Unit 7: Data-Driven Decision-Making

  • Collecting and analysing customer data for lead generation
  • Using CRM systems to track and manage accounts effectively
  • Interpreting sales and customer engagement data for actionable insights
  • Customising solutions based on data-driven decision-making

Unit 8: Leveraging Customer Feedback

  • Customer insights and product/service improvements
  • Structured client feedback loops
  • Customer feedback and strategic business development
  • Customer advocacy programs to enhance brand loyalty

Unit 9: The Value Exchange Process

  • Understanding the concept of value exchange
  • Identifying and communicating unique value propositions
  • Long-term account partnerships
  • Strategies for reinforcing perceived value
  • Measuring and demonstrating return on investment (ROI)

Unit 10: Resilience and Account Management

  • Managing rejection
  • Handling setbacks
  • Overcoming objections without damaging client relationships
  • Staying motivated
  • Maintaining consistency in account management
  • Developing a problem-solving mindset
  • Creating a long-term career path in strategic account management
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Estimated Duration
50 hours
Course Delivery and Start
Start anytime, self-paced and 100% online
Assessment

Assessment will be comprised of written exercises, including short-answer questions, reflective tasks, short reports and/or projects. There are no examinations or due dates for assessment. As a result, you can complete training in your own time and at your own pace with the assistance of unlimited tutor support.

Approval and Recognition

Australian Online Courses Pty Ltd is an approved and recognised member of IARC. The IARC is an International association that recognises quality and excellence in tertiary education providers.

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Career Outcomes

Professional development for:

  • Strategic Account Manager
  • Key Account Manager
  • Sales Manager
  • Business Development Manager
  • Client Relationship Manager
  • Account Executive
  • Sales Executive
  • Sales Manager
I had a really positive experience studying with Australian Online Courses. The course content was easy to follow, and offered flexibility around my schedule, and was genuinely helpful in building practical skills I could apply straight away. The support team was also responsive and approachable whenever I had questions. Overall, it was a smooth and worthwhile learning experience.
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Dannica
Beerburrum, QLD
Certificate of Account Management
May 2026
Great layouts for information and good knowledge base. After doing no study for 20+ years this was a great start to bettering myself.
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Bryon
Mackay, QLD
Certificate of Executive Sales and Account Management Certificate of Business Development Dual Program
December 2025
I had a great experience from here. I got time to-time information about the next steps to do. Thanks
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Pawanpreet
Whitlam
Certificate of Executive Sales and Account Management Certificate of Business Development Dual Program
December 2023
It was great.
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A. Choma
Croydon, VIC
Certificate of Executive Sales and Account Management
June 2021
I really enjoyed my time taking this course.
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L. Dowling
Wandin Nth, VIC
Certificate of Executive Sales and Account Management
June 2019
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Certificate of Account Management
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About Us

At Australian Online Courses, we are passionate about helping individuals from diverse backgrounds achieve their career goals. Since 2008, we have created opportunities for people in Australia and around the world.

Our Difference

What sets us apart is that we genuinely care about your career development. That’s why flexible study schedules, competitive pricing and exceptional customer and student support are at the heart of what we do. Our comprehensive courses, developed in consultation with industry employers, provide the skills and knowledge necessary for success in your current role or to pursue new opportunities.

Our state-of-the-art eLearning platform means you can study anywhere, anytime. So, enrol today and get the skills and confidence you need to achieve your career dreams, big or small.

Graduation

A Certificate of Attainment and Statement of Results will be issued upon successful completion of this course.

How to Enrol

You can enrol online by clicking Get Started on any course page under Enrol & Start Today. Follow the prompts to complete your enrolment as an individual, business, or service provider.

Enrol via Live Chat (Business Hours)

Enrol via Telephone 1300 76 2221 (Business Hours)

Payment Options

Visa, Mastercard, BPAY and EFT/Direct Deposit. Please allow 1-2 Business days for processing for EFT and BPAY.

Course FAQs

Why choose Australian Online Courses?
  • Professional development that is widely recognised and respected;
  • Improve your employment opportunities;
  • Study online, anywhere via our elearning system;
  • High-quality professional development programs written by industry experts;
  • All course materials provided online – no textbooks to buy;
  • Unlimited tutor support via email;
  • We offer twelve (12) months’ access, with extensions available upon application (fees apply);
  • Course may be tax deductible; see your tax advisor.

There are no course or subject pre-requisites for entry into our programs. However, our professional development programs are generally intended for people over the age of 18 with a competent level of English. For those under 18, please complete the Parent/Guardian Consent Form before enrolling.

To study online with Australian Online Courses you will need a computer (desktop PC/laptop) running a current/updated operating system with reliable high-speed internet access. You will need to use the Google Chrome browser to access your course.

You can start within 60 minutes during business hours when you enrol and pay in full with a credit card!

Credit card: Within 60 mins during business hours.

BPAY: Within 1-2 working days.

Internet Banking: Within 1-2 working days.

Cheque/Money Order: Upon receipt of mailed cheque.

This course is delivered online via our easy-to-navigate Learning Management System (LMS), where you will discover interactive online learning/written content, resources and assessment.

No. All courses are delivered online via our LMS and there are no work placement requirements in this course.

Unlimited tutor support is available throughout your studies via email only during business hours Monday to Friday. Our Administrative team are available Monday to Friday via email, live chat and telephone.

Yes! We accept enrolments from individuals both within Australia and internationally; location is no barrier to entry into our programs.

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