/  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
    26 - 9 - 2021
    30 - 9 - 2021
  • London
    17 - 10 - 2021
    21 - 10 - 2021
  • Madrid
    17 - 10 - 2021
    21 - 10 - 2021
  • Berlin
    17 - 10 - 2021
    21 - 10 - 2021
  • Dubai
    24 - 10 - 2021
    28 - 10 - 2021
  • Paris
    24 - 10 - 2021
    28 - 10 - 2021
  • Istanbul
    3 - 10 - 2021
    7 - 10 - 2021
  • Kuala Lumpur
    10 - 10 - 2021
    14 - 10 - 2021
  • Rome
    10 - 10 - 2021
    14 - 10 - 2021
  • Barcelona
    10 - 10 - 2021
    14 - 10 - 2021
  • Zurich
    10 - 10 - 2021
    14 - 10 - 2021
  • Istanbul
    21 - 11 - 2021
    25 - 11 - 2021
  • Dubai
    7 - 11 - 2021
    11 - 11 - 2021
  • Paris
    7 - 11 - 2021
    11 - 11 - 2021
  • Kuala Lumpur
    14 - 11 - 2021
    18 - 11 - 2021
  • Rome
    14 - 11 - 2021
    18 - 11 - 2021
  • Barcelona
    14 - 11 - 2021
    18 - 11 - 2021
  • Zurich
    14 - 11 - 2021
    18 - 11 - 2021
  • Kuala Lumpur
    13 - 12 - 2021
    17 - 12 - 2021
  • Rome
    13 - 12 - 2021
    17 - 12 - 2021
  • Barcelona
    13 - 12 - 2021
    17 - 12 - 2021
  • Zurich
    13 - 12 - 2021
    17 - 12 - 2021
  • London
    19 - 12 - 2021
    23 - 12 - 2021
  • Madrid
    19 - 12 - 2021
    23 - 12 - 2021
  • Berlin
    19 - 12 - 2021
    23 - 12 - 2021
  • Dubai
    26 - 12 - 2021
    30 - 12 - 2021
  • Paris
    26 - 12 - 2021
    30 - 12 - 2021
  • Istanbul
    12 - 12 - 2021
    16 - 12 - 2021
  • Kuala Lumpur
    5 - 12 - 2021
    9 - 12 - 2021
  • Rome
    5 - 12 - 2021
    9 - 12 - 2021
  • Barcelona
    5 - 12 - 2021
    9 - 12 - 2021
  • Zurich
    5 - 12 - 2021
    9 - 12 - 2021
  • Kuala Lumpur
    13 - 12 - 2021
    17 - 12 - 2021
  • Rome
    13 - 12 - 2021
    17 - 12 - 2021
  • Barcelona
    13 - 12 - 2021
    17 - 12 - 2021
  • Zurich
    13 - 12 - 2021
    17 - 12 - 2021

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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