/  Advanced Key Account Management and Business Development Training

Advanced Key Account Management and Business Development Training

BMC Training provides a training course in Advanced Key Account Management and Business Development in PR , Customer Services , Sales and Marketing

Course Title
Venue
Start Date
End Date
  • Istanbul
    27 - 1 - 2019
    31 - 1 - 2019
  • Bali
    27 - 1 - 2019
    31 - 1 - 2019
  • Singapore
    27 - 1 - 2019
    31 - 1 - 2019
  • Washington
    27 - 1 - 2019
    31 - 1 - 2019
  • Dubai
    20 - 1 - 2019
    24 - 1 - 2019
  • Paris
    20 - 1 - 2019
    24 - 1 - 2019
  • Hong Kong
    20 - 1 - 2019
    24 - 1 - 2019
  • Dubai
    13 - 1 - 2019
    17 - 1 - 2019
  • Paris
    13 - 1 - 2019
    17 - 1 - 2019
  • Hong Kong
    13 - 1 - 2019
    17 - 1 - 2019
  • Kuala Lumpur
    6 - 1 - 2019
    10 - 1 - 2019
  • Rome
    6 - 1 - 2019
    10 - 1 - 2019
  • Rome
    6 - 1 - 2019
    10 - 1 - 2019
  • Barcelona
    6 - 1 - 2019
    10 - 1 - 2019
  • Zurich
    6 - 1 - 2019
    10 - 1 - 2019
  • London
    20 - 1 - 2019
    24 - 1 - 2019
  • Madrid
    20 - 1 - 2019
    24 - 1 - 2019
  • Munich
    20 - 1 - 2019
    24 - 1 - 2019
  • Berlin
    20 - 1 - 2019
    24 - 1 - 2019
  • New York
    20 - 1 - 2019
    24 - 1 - 2019
  • London
    24 - 2 - 2019
    28 - 2 - 2019
  • Madrid
    24 - 2 - 2019
    28 - 2 - 2019
  • Munich
    24 - 2 - 2019
    28 - 2 - 2019
  • Berlin
    24 - 2 - 2019
    28 - 2 - 2019
  • New York
    24 - 2 - 2019
    28 - 2 - 2019
  • Dubai
    17 - 2 - 2019
    21 - 2 - 2019
  • Paris
    17 - 2 - 2019
    21 - 2 - 2019
  • Hong Kong
    17 - 2 - 2019
    21 - 2 - 2019
  • Istanbul
    10 - 2 - 2019
    14 - 2 - 2019
  • Bali
    10 - 2 - 2019
    14 - 2 - 2019
  • Singapore
    10 - 2 - 2019
    14 - 2 - 2019
  • Washington
    10 - 2 - 2019
    14 - 2 - 2019
  • Kuala Lumpur
    3 - 2 - 2019
    7 - 2 - 2019
  • Rome
    3 - 2 - 2019
    7 - 2 - 2019
  • Rome
    3 - 2 - 2019
    7 - 2 - 2019
  • Barcelona
    3 - 2 - 2019
    7 - 2 - 2019
  • Zurich
    3 - 2 - 2019
    7 - 2 - 2019
  • Istanbul
    17 - 3 - 2019
    21 - 3 - 2019
  • Bali
    17 - 3 - 2019
    21 - 3 - 2019
  • Singapore
    17 - 3 - 2019
    21 - 3 - 2019
  • Washington
    17 - 3 - 2019
    21 - 3 - 2019
  • Dubai
    10 - 3 - 2019
    14 - 3 - 2019
  • Paris
    10 - 3 - 2019
    14 - 3 - 2019
  • Hong Kong
    10 - 3 - 2019
    14 - 3 - 2019
  • Dubai
    3 - 3 - 2019
    7 - 3 - 2019
  • Paris
    3 - 3 - 2019
    7 - 3 - 2019
  • Hong Kong
    3 - 3 - 2019
    7 - 3 - 2019
  • Kuala Lumpur
    24 - 3 - 2019
    28 - 3 - 2019
  • Rome
    24 - 3 - 2019
    28 - 3 - 2019
  • Rome
    24 - 3 - 2019
    28 - 3 - 2019
  • Barcelona
    24 - 3 - 2019
    28 - 3 - 2019
  • Zurich
    24 - 3 - 2019
    28 - 3 - 2019
  • London
    10 - 3 - 2019
    14 - 3 - 2019
  • Madrid
    10 - 3 - 2019
    14 - 3 - 2019
  • Munich
    10 - 3 - 2019
    14 - 3 - 2019
  • Berlin
    10 - 3 - 2019
    14 - 3 - 2019
  • New York
    10 - 3 - 2019
    14 - 3 - 2019
  • London
    28 - 4 - 2019
    2 - 5 - 2019
  • Madrid
    28 - 4 - 2019
    2 - 5 - 2019
  • Munich
    28 - 4 - 2019
    2 - 5 - 2019
  • Berlin
    28 - 4 - 2019
    2 - 5 - 2019
  • New York
    28 - 4 - 2019
    2 - 5 - 2019
  • Dubai
    7 - 4 - 2019
    11 - 4 - 2019
  • Paris
    7 - 4 - 2019
    11 - 4 - 2019
  • Hong Kong
    7 - 4 - 2019
    11 - 4 - 2019
  • Istanbul
    14 - 4 - 2019
    18 - 4 - 2019
  • Bali
    14 - 4 - 2019
    18 - 4 - 2019
  • Singapore
    14 - 4 - 2019
    18 - 4 - 2019
  • Washington
    14 - 4 - 2019
    18 - 4 - 2019
  • Kuala Lumpur
    21 - 4 - 2019
    25 - 4 - 2019
  • Rome
    21 - 4 - 2019
    25 - 4 - 2019
  • Rome
    21 - 4 - 2019
    25 - 4 - 2019
  • Barcelona
    21 - 4 - 2019
    25 - 4 - 2019
  • Zurich
    21 - 4 - 2019
    25 - 4 - 2019
  • Istanbul
    12 - 5 - 2019
    16 - 5 - 2019
  • Bali
    12 - 5 - 2019
    16 - 5 - 2019
  • Singapore
    12 - 5 - 2019
    16 - 5 - 2019
  • Washington
    12 - 5 - 2019
    16 - 5 - 2019
  • Dubai
    5 - 5 - 2019
    9 - 5 - 2019
  • Paris
    5 - 5 - 2019
    9 - 5 - 2019
  • Hong Kong
    5 - 5 - 2019
    9 - 5 - 2019
  • Dubai
    19 - 5 - 2019
    23 - 5 - 2019
  • Paris
    19 - 5 - 2019
    23 - 5 - 2019
  • Hong Kong
    19 - 5 - 2019
    23 - 5 - 2019
  • Kuala Lumpur
    26 - 5 - 2019
    30 - 5 - 2019
  • Rome
    26 - 5 - 2019
    30 - 5 - 2019
  • Rome
    26 - 5 - 2019
    30 - 5 - 2019
  • Barcelona
    26 - 5 - 2019
    30 - 5 - 2019
  • Zurich
    26 - 5 - 2019
    30 - 5 - 2019
  • London
    5 - 5 - 2019
    9 - 5 - 2019
  • Madrid
    5 - 5 - 2019
    9 - 5 - 2019
  • Munich
    5 - 5 - 2019
    9 - 5 - 2019
  • Berlin
    5 - 5 - 2019
    9 - 5 - 2019
  • New York
    5 - 5 - 2019
    9 - 5 - 2019
  • London
    9 - 6 - 2019
    13 - 6 - 2019
  • Madrid
    9 - 6 - 2019
    13 - 6 - 2019
  • Munich
    9 - 6 - 2019
    13 - 6 - 2019
  • Berlin
    9 - 6 - 2019
    13 - 6 - 2019
  • New York
    9 - 6 - 2019
    13 - 6 - 2019
  • Dubai
    16 - 6 - 2019
    20 - 6 - 2019
  • Paris
    16 - 6 - 2019
    20 - 6 - 2019
  • Hong Kong
    16 - 6 - 2019
    20 - 6 - 2019
  • Istanbul
    23 - 6 - 2019
    27 - 6 - 2019
  • Bali
    23 - 6 - 2019
    27 - 6 - 2019
  • Singapore
    23 - 6 - 2019
    27 - 6 - 2019
  • Washington
    23 - 6 - 2019
    27 - 6 - 2019
  • Kuala Lumpur
    2 - 6 - 2019
    6 - 6 - 2019
  • Rome
    2 - 6 - 2019
    6 - 6 - 2019
  • Rome
    2 - 6 - 2019
    6 - 6 - 2019
  • Barcelona
    2 - 6 - 2019
    6 - 6 - 2019
  • Zurich
    2 - 6 - 2019
    6 - 6 - 2019
  • Istanbul
    7 - 7 - 2019
    11 - 7 - 2019
  • Bali
    7 - 7 - 2019
    11 - 7 - 2019
  • Singapore
    7 - 7 - 2019
    11 - 7 - 2019
  • Washington
    7 - 7 - 2019
    11 - 7 - 2019
  • Dubai
    14 - 7 - 2019
    18 - 7 - 2019
  • Paris
    14 - 7 - 2019
    18 - 7 - 2019
  • Hong Kong
    14 - 7 - 2019
    18 - 7 - 2019
  • Dubai
    21 - 7 - 2019
    25 - 7 - 2019
  • Paris
    21 - 7 - 2019
    25 - 7 - 2019
  • Hong Kong
    21 - 7 - 2019
    25 - 7 - 2019
  • Kuala Lumpur
    28 - 7 - 2019
    1 - 8 - 2019
  • Rome
    28 - 7 - 2019
    1 - 8 - 2019
  • Rome
    28 - 7 - 2019
    1 - 8 - 2019
  • Barcelona
    28 - 7 - 2019
    1 - 8 - 2019
  • Zurich
    28 - 7 - 2019
    1 - 8 - 2019
  • London
    14 - 7 - 2019
    18 - 7 - 2019
  • Madrid
    14 - 7 - 2019
    18 - 7 - 2019
  • Munich
    14 - 7 - 2019
    18 - 7 - 2019
  • Berlin
    14 - 7 - 2019
    18 - 7 - 2019
  • New York
    14 - 7 - 2019
    18 - 7 - 2019
  • London
    21 - 7 - 2019
    25 - 7 - 2019
  • Madrid
    21 - 7 - 2019
    25 - 7 - 2019
  • Munich
    21 - 7 - 2019
    25 - 7 - 2019
  • Berlin
    21 - 7 - 2019
    25 - 7 - 2019
  • New York
    21 - 7 - 2019
    25 - 7 - 2019
  • London
    4 - 8 - 2019
    8 - 8 - 2019
  • Madrid
    4 - 8 - 2019
    8 - 8 - 2019
  • Munich
    4 - 8 - 2019
    8 - 8 - 2019
  • Berlin
    4 - 8 - 2019
    8 - 8 - 2019
  • New York
    4 - 8 - 2019
    8 - 8 - 2019
  • Dubai
    11 - 8 - 2019
    15 - 8 - 2019
  • Paris
    11 - 8 - 2019
    15 - 8 - 2019
  • Hong Kong
    11 - 8 - 2019
    15 - 8 - 2019
  • Istanbul
    18 - 8 - 2019
    22 - 8 - 2019
  • Bali
    18 - 8 - 2019
    22 - 8 - 2019
  • Singapore
    18 - 8 - 2019
    22 - 8 - 2019
  • Washington
    18 - 8 - 2019
    22 - 8 - 2019
  • Kuala Lumpur
    25 - 8 - 2019
    29 - 8 - 2019
  • Rome
    25 - 8 - 2019
    29 - 8 - 2019
  • Rome
    25 - 8 - 2019
    29 - 8 - 2019
  • Barcelona
    25 - 8 - 2019
    29 - 8 - 2019
  • Zurich
    25 - 8 - 2019
    29 - 8 - 2019
  • Istanbul
    22 - 9 - 2019
    26 - 9 - 2019
  • Bali
    22 - 9 - 2019
    26 - 9 - 2019
  • Singapore
    22 - 9 - 2019
    26 - 9 - 2019
  • Washington
    22 - 9 - 2019
    26 - 9 - 2019
  • Dubai
    1 - 9 - 2019
    5 - 9 - 2019
  • Paris
    1 - 9 - 2019
    5 - 9 - 2019
  • Hong Kong
    1 - 9 - 2019
    5 - 9 - 2019
  • Dubai
    8 - 9 - 2019
    12 - 9 - 2019
  • Paris
    8 - 9 - 2019
    12 - 9 - 2019
  • Hong Kong
    8 - 9 - 2019
    12 - 9 - 2019
  • Kuala Lumpur
    15 - 9 - 2019
    19 - 9 - 2019
  • Rome
    15 - 9 - 2019
    19 - 9 - 2019
  • Rome
    15 - 9 - 2019
    19 - 9 - 2019
  • Barcelona
    15 - 9 - 2019
    19 - 9 - 2019
  • Zurich
    15 - 9 - 2019
    19 - 9 - 2019
  • London
    1 - 9 - 2019
    5 - 9 - 2019
  • Madrid
    1 - 9 - 2019
    5 - 9 - 2019
  • Munich
    1 - 9 - 2019
    5 - 9 - 2019
  • Berlin
    1 - 9 - 2019
    5 - 9 - 2019
  • New York
    1 - 9 - 2019
    5 - 9 - 2019
  • London
    20 - 10 - 2019
    24 - 10 - 2019
  • Madrid
    20 - 10 - 2019
    24 - 10 - 2019
  • Munich
    20 - 10 - 2019
    24 - 10 - 2019
  • Berlin
    20 - 10 - 2019
    24 - 10 - 2019
  • New York
    20 - 10 - 2019
    24 - 10 - 2019
  • Dubai
    27 - 10 - 2019
    31 - 10 - 2019
  • Paris
    27 - 10 - 2019
    31 - 10 - 2019
  • Hong Kong
    27 - 10 - 2019
    31 - 10 - 2019
  • Istanbul
    6 - 10 - 2019
    10 - 10 - 2019
  • Bali
    6 - 10 - 2019
    10 - 10 - 2019
  • Singapore
    6 - 10 - 2019
    10 - 10 - 2019
  • Washington
    6 - 10 - 2019
    10 - 10 - 2019
  • Kuala Lumpur
    13 - 10 - 2019
    17 - 10 - 2019
  • Rome
    13 - 10 - 2019
    17 - 10 - 2019
  • Rome
    13 - 10 - 2019
    17 - 10 - 2019
  • Barcelona
    13 - 10 - 2019
    17 - 10 - 2019
  • Zurich
    13 - 10 - 2019
    17 - 10 - 2019
  • Istanbul
    17 - 11 - 2019
    21 - 11 - 2019
  • Bali
    17 - 11 - 2019
    21 - 11 - 2019
  • Singapore
    17 - 11 - 2019
    21 - 11 - 2019
  • Washington
    17 - 11 - 2019
    21 - 11 - 2019
  • Dubai
    24 - 11 - 2019
    28 - 11 - 2019
  • Paris
    24 - 11 - 2019
    28 - 11 - 2019
  • Hong Kong
    24 - 11 - 2019
    28 - 11 - 2019
  • Dubai
    3 - 11 - 2019
    7 - 11 - 2019
  • Paris
    3 - 11 - 2019
    7 - 11 - 2019
  • Hong Kong
    3 - 11 - 2019
    7 - 11 - 2019
  • Kuala Lumpur
    10 - 11 - 2019
    14 - 11 - 2019
  • Rome
    10 - 11 - 2019
    14 - 11 - 2019
  • Rome
    10 - 11 - 2019
    14 - 11 - 2019
  • Barcelona
    10 - 11 - 2019
    14 - 11 - 2019
  • Zurich
    10 - 11 - 2019
    14 - 11 - 2019
  • London
    24 - 11 - 2019
    28 - 11 - 2019
  • Madrid
    24 - 11 - 2019
    28 - 11 - 2019
  • Munich
    24 - 11 - 2019
    28 - 11 - 2019
  • Berlin
    24 - 11 - 2019
    28 - 11 - 2019
  • New York
    24 - 11 - 2019
    28 - 11 - 2019
  • London
    15 - 12 - 2019
    19 - 12 - 2019
  • Madrid
    15 - 12 - 2019
    19 - 12 - 2019
  • Munich
    15 - 12 - 2019
    19 - 12 - 2019
  • Berlin
    15 - 12 - 2019
    19 - 12 - 2019
  • New York
    15 - 12 - 2019
    19 - 12 - 2019
  • Dubai
    22 - 12 - 2019
    26 - 12 - 2019
  • Paris
    22 - 12 - 2019
    26 - 12 - 2019
  • Hong Kong
    22 - 12 - 2019
    26 - 12 - 2019
  • Istanbul
    8 - 12 - 2019
    12 - 12 - 2019
  • Bali
    8 - 12 - 2019
    12 - 12 - 2019
  • Singapore
    8 - 12 - 2019
    12 - 12 - 2019
  • Washington
    8 - 12 - 2019
    12 - 12 - 2019
  • Kuala Lumpur
    1 - 12 - 2019
    5 - 12 - 2019
  • Rome
    1 - 12 - 2019
    5 - 12 - 2019
  • Rome
    1 - 12 - 2019
    5 - 12 - 2019
  • Barcelona
    1 - 12 - 2019
    5 - 12 - 2019
  • Zurich
    1 - 12 - 2019
    5 - 12 - 2019

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

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