Advanced Key Account Management and Business Development

Advanced Key Account Management and Business Development


Choose from the following table the course date which you would like to attend the course on :

Sart
End
Fees
Venue
Length
18-Mar-2018
22-Mar-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
4-Mar-2018
8-Mar-2018
5700$
London (UK)
One Week
Click Here
15-Apr-2018
19-Apr-2018
7500$
Istanbul (Turkey)
One Week
Click Here
15-Apr-2018
19-Apr-2018
4700$
Dubai (UAE)
One Week
Click Here
15-Apr-2018
19-Apr-2018
6950$
Paris (France)
One Week
Click Here
22-Apr-2018
26-Apr-2018
4700$
Dubai (UAE)
One Week
Click Here
29-Apr-2018
3-May-2018
7500$
Istanbul (Turkey)
One Week
Click Here
6-May-2018
10-May-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
27-May-2018
31-May-2018
5700$
London (UK)
One Week
Click Here
6-May-2018
10-May-2018
4700$
Dubai (UAE)
One Week
Click Here
6-May-2018
10-May-2018
7500$
Istanbul (Turkey)
One Week
Click Here
3-Jun-2018
7-Jun-2018
7500$
Istanbul (Turkey)
One Week
Click Here
10-Jun-2018
14-Jun-2018
4700$
Dubai (UAE)
One Week
Click Here
3-Jun-2018
7-Jun-2018
6950$
Paris (France)
One Week
Click Here
22-Jul-2018
26-Jul-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
15-Jul-2018
19-Jul-2018
5700$
London (UK)
One Week
Click Here
26-Aug-2018
30-Aug-2018
7500$
Istanbul (Turkey)
One Week
Click Here
5-Aug-2018
9-Aug-2018
4700$
Dubai (UAE)
One Week
Click Here
26-Aug-2018
30-Aug-2018
6950$
Paris (France)
One Week
Click Here
9-Sep-2018
13-Sep-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
9-Sep-2018
13-Sep-2018
5700$
London (UK)
One Week
Click Here
14-Oct-2018
18-Oct-2018
7500$
Istanbul (Turkey)
One Week
Click Here
28-Oct-2018
1-Nov-2018
4700$
Dubai (UAE)
One Week
Click Here
14-Oct-2018
18-Oct-2018
6950$
Paris (France)
One Week
Click Here
25-Nov-2018
29-Nov-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
4-Nov-2018
8-Nov-2018
5700$
London (UK)
One Week
Click Here
9-Dec-2018
13-Dec-2018
7500$
Istanbul (Turkey)
One Week
Click Here
16-Dec-2018
20-Dec-2018
4700$
Dubai (UAE)
One Week
Click Here
9-Dec-2018
13-Dec-2018
6950$
Paris (France)
One Week
Click Here
20-Jan-2019
24-Jan-2019
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
13-Jan-2019
17-Jan-2019
5700$
London (UK)
One Week
Click Here
3-Feb-2019
7-Feb-2019
7500$
Istanbul (Turkey)
One Week
Click Here
24-Feb-2019
28-Feb-2019
4700$
Dubai (UAE)
One Week
Click Here
3-Feb-2019
7-Feb-2019
6950$
Paris (France)
One Week
Click Here

Introduction

This program is designed for:

Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel and others who are involved in commercial activities at all levels of the organization.

Objectives

  • Define the key account management’s main functions and best practices.
  • Recognize the importance of re-defining businesses processes to match the ever changing market and customer requirements.
  • Produce clear sales and marketing differentiators to neutralize competition (value-based proposition).
  • Design and use financial ratios and KPIs to measure their operations’ effectiveness.
  • Use leadership, negotiation and power proposals to leverage their business and lead the national key account team.

Content

Key Account (KA) Management: Overview and Best Practices

  • Key Account Management: An Overview
  • The New Landscape of Account Management
  • Understanding the Buy-Sell Ladder Model
  • Key Account Analysis and Qualifying
  • The Key Account Manager as a Business Developer
  • Understanding and Working the Customer Loyalty Ladder
  • Building Client Chemistry with F.O.R.M

The Business and KA Planning ProcessUsing the STAR Business Planning Process:

  • Strategic Analysis
  • Targets and Goals
  • Activities
  • Reality Check

Re-Defining Your Processes for Breakthrough Results

  • Reengineering Your Team Selling Process to Avoid Mistaking Motion for Action
  • Reviewing the Selling Process
  • Identifying your Unique Selling Propositions (USPs) and Distinctive Selling Points (DSPs)
  • Creating a Competitive Analysis Matrix Using USP and DSP to Neutralize Competition
  • Designing and Implementing Key Performance Indicators
  • Creating a Balanced Scorecard (Business Performance Audit)

Effective Negotiation Skills

  • The Definition of Negotiation
  • The Difference Between Persuading and Negotiating
  • The Negotiation Process
  • The Phases of the Purchasing Decision
  • Influencing Decision Criteria
  • Effective Concession Management During Negotiation
  • Completing Your Negotiation Plan

Building and Leading the National Key Account Team

  • Stages in Team Formation
  • Building a High Performance Team
  • Defining Team Roles
  • The Team Motivation Mix
  • Management versus Leadership
  • Practices of Exemplary Leaders (Industry Practices)

Writing Business Proposals that Sell

  • Writing a Typical Business Proposal
  • Formatting Tips and Tricks for Winning Proposals
  • Creating Your Own Proposal Template Using a Suggested Proposal Format Guide

Get Information / Register