Key Account Management

Key Account Management


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

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

Introduction

This program is designed for:

Account managers, sales managers, sales people who are managing “Key Accounts” or have limited experience in managing customers in a Business to Business environment.

Objectives

  • Produce better margins and make more profits.
  • Devise action plans to prioritize efforts for maximum results.
  • Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
  • Understand the buying process and close more sales.
  • Identify, evaluate and prioritize opportunities for business and relationship development.

Content

Key Account (KA) Management (KAM)

  • Definition of Key Account Management
  • Setting the Rules for Qualifying Key Accounts
  • CRM: The Key For Managing Customer Profitability
  • Linking CRM to KA Management and Customer Lifetime Value

Account Analysis: A Necessary Step Towards Defining and Selecting KA

  • The Single-Factor Models
  • The Portfolio Models
  • The Decision Models
  • Cost per Call and Break-Even Sales Volume Computation
  • Selection Criteria and Measuring Attractiveness
  • Use of Resources versus Cost to Serve

Key Account Relational Development Model

  • Partnership Defined
  • The Partnership Skill Set
  • Pre Relationship Stage
  • Early Relationship Stage
  • Mid Relationship Stage
  • Partnership Relationship Stage
  • Synergetic Relationship Stage
  • Reasons for Divesting Partnerships
  • The KA Quiz

The Key Account Planning Process (KAP)

  • Account Planning Process Criteria
  • Analyzing the Customer, Past Business and Competition
  • The Competitive Analysis Matrix
  • The Customer Expectation Benchmark Matrix
  • Developing Account Strategies
  • Use of SWOT and TOWS Analyses
  • Strategy Development Tools
  • Template for Key Account Management Planning

The Critical Role of Key Account Managers

  • Understanding the Role and Responsibilities of Key Account Managers
  • Harnessing Daily To-Do-Lists to Optimize Sales Productivity
  • Identifying and Working with Different Personality Styles
  • Presentation Skills for Key Account Managers

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