Advanced Key Account Management and Business Development Course

Advance your key account management and business development skills. Enroll in this course to excel in managing major client relationships. BMC Training offers Advanced Key Account Management and Business Development Course in PR , Customer Services , Sales and Marketing Courses.

  • English
  • 236 Training Sessions
  • Confirmed
  • One Week
Type a city name or a month
Venue Start Date End Date Details & Registration
Istanbul , Turkey 17 - Mar - 2024 21 - Mar - 2024
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Dubai , UAE 10 - Mar - 2024 14 - Mar - 2024
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Dubai , UAE 3 - Mar - 2024 7 - Mar - 2024
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Kuala Lumpur , Malaysia 24 - Mar - 2024 28 - Mar - 2024
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London , UK 10 - Mar - 2024 14 - Mar - 2024
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Bali , Indonesia 17 - Mar - 2024 21 - Mar - 2024
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Singapore , Singapore 17 - Mar - 2024 21 - Mar - 2024
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Washington , United States 17 - Mar - 2024 21 - Mar - 2024
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Paris , France 10 - Mar - 2024 14 - Mar - 2024
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Hong Kong , Hong Kong 10 - Mar - 2024 14 - Mar - 2024
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Paris , France 3 - Mar - 2024 7 - Mar - 2024
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Hong Kong , Hong Kong 3 - Mar - 2024 7 - Mar - 2024
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Rome , Italy 24 - Mar - 2024 28 - Mar - 2024
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Barcelona , Spain 24 - Mar - 2024 28 - Mar - 2024
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Zurich , Switzerland 24 - Mar - 2024 28 - Mar - 2024
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Madrid , Spain 10 - Mar - 2024 14 - Mar - 2024
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Munich , Germany 10 - Mar - 2024 14 - Mar - 2024
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Berlin , Germany 10 - Mar - 2024 14 - Mar - 2024
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New York , United States 10 - Mar - 2024 14 - Mar - 2024
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Amsterdam , Netherlands 10 - Mar - 2024 14 - Mar - 2024
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London , UK 28 - Apr - 2024 2 - May - 2024
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Dubai , UAE 7 - Apr - 2024 11 - Apr - 2024
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Istanbul , Turkey 14 - Apr - 2024 18 - Apr - 2024
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Kuala Lumpur , Malaysia 21 - Apr - 2024 25 - Apr - 2024
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Dubai , UAE 14 - Apr - 2024 18 - Apr - 2024
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London , UK 14 - Apr - 2024 18 - Apr - 2024
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Madrid , Spain 28 - Apr - 2024 2 - May - 2024
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Munich , Germany 28 - Apr - 2024 2 - May - 2024
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Berlin , Germany 28 - Apr - 2024 2 - May - 2024
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New York , United States 28 - Apr - 2024 2 - May - 2024
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Amsterdam , Netherlands 28 - Apr - 2024 2 - May - 2024
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Paris , France 7 - Apr - 2024 11 - Apr - 2024
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Hong Kong , Hong Kong 7 - Apr - 2024 11 - Apr - 2024
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Bali , Indonesia 14 - Apr - 2024 18 - Apr - 2024
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Singapore , Singapore 14 - Apr - 2024 18 - Apr - 2024
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Washington , United States 14 - Apr - 2024 18 - Apr - 2024
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Rome , Italy 21 - Apr - 2024 25 - Apr - 2024
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Barcelona , Spain 21 - Apr - 2024 25 - Apr - 2024
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Zurich , Switzerland 21 - Apr - 2024 25 - Apr - 2024
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Paris , France 14 - Apr - 2024 18 - Apr - 2024
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Hong Kong , Hong Kong 14 - Apr - 2024 18 - Apr - 2024
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Madrid , Spain 14 - Apr - 2024 18 - Apr - 2024
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Munich , Germany 14 - Apr - 2024 18 - Apr - 2024
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Berlin , Germany 14 - Apr - 2024 18 - Apr - 2024
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New York , United States 14 - Apr - 2024 18 - Apr - 2024
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Amsterdam , Netherlands 14 - Apr - 2024 18 - Apr - 2024
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Istanbul , Turkey 12 - May - 2024 16 - May - 2024
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Dubai , UAE 5 - May - 2024 9 - May - 2024
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Dubai , UAE 19 - May - 2024 23 - May - 2024
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Kuala Lumpur , Malaysia 26 - May - 2024 30 - May - 2024
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London , UK 5 - May - 2024 9 - May - 2024
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Bali , Indonesia 12 - May - 2024 16 - May - 2024
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Singapore , Singapore 12 - May - 2024 16 - May - 2024
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Washington , United States 12 - May - 2024 16 - May - 2024
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Paris , France 5 - May - 2024 9 - May - 2024
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Hong Kong , Hong Kong 5 - May - 2024 9 - May - 2024
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Paris , France 19 - May - 2024 23 - May - 2024
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Hong Kong , Hong Kong 19 - May - 2024 23 - May - 2024
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Rome , Italy 26 - May - 2024 30 - May - 2024
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Barcelona , Spain 26 - May - 2024 30 - May - 2024
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Zurich , Switzerland 26 - May - 2024 30 - May - 2024
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Madrid , Spain 5 - May - 2024 9 - May - 2024
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Munich , Germany 5 - May - 2024 9 - May - 2024
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Berlin , Germany 5 - May - 2024 9 - May - 2024
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New York , United States 5 - May - 2024 9 - May - 2024
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Amsterdam , Netherlands 5 - May - 2024 9 - May - 2024
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London , UK 9 - Jun - 2024 13 - Jun - 2024
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Dubai , UAE 16 - Jun - 2024 20 - Jun - 2024
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Istanbul , Turkey 23 - Jun - 2024 27 - Jun - 2024
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Kuala Lumpur , Malaysia 2 - Jun - 2024 6 - Jun - 2024
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Dubai , UAE 23 - Jun - 2024 27 - Jun - 2024
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London , UK 23 - Jun - 2024 27 - Jun - 2024
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Madrid , Spain 9 - Jun - 2024 13 - Jun - 2024
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Munich , Germany 9 - Jun - 2024 13 - Jun - 2024
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Berlin , Germany 9 - Jun - 2024 13 - Jun - 2024
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New York , United States 9 - Jun - 2024 13 - Jun - 2024
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Amsterdam , Netherlands 9 - Jun - 2024 13 - Jun - 2024
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Paris , France 16 - Jun - 2024 20 - Jun - 2024
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Hong Kong , Hong Kong 16 - Jun - 2024 20 - Jun - 2024
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Bali , Indonesia 23 - Jun - 2024 27 - Jun - 2024
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Singapore , Singapore 23 - Jun - 2024 27 - Jun - 2024
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Washington , United States 23 - Jun - 2024 27 - Jun - 2024
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Rome , Italy 2 - Jun - 2024 6 - Jun - 2024
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Barcelona , Spain 2 - Jun - 2024 6 - Jun - 2024
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Zurich , Switzerland 2 - Jun - 2024 6 - Jun - 2024
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Paris , France 23 - Jun - 2024 27 - Jun - 2024
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Hong Kong , Hong Kong 23 - Jun - 2024 27 - Jun - 2024
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Madrid , Spain 23 - Jun - 2024 27 - Jun - 2024
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Munich , Germany 23 - Jun - 2024 27 - Jun - 2024
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Berlin , Germany 23 - Jun - 2024 27 - Jun - 2024
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New York , United States 23 - Jun - 2024 27 - Jun - 2024
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Amsterdam , Netherlands 23 - Jun - 2024 27 - Jun - 2024
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Istanbul , Turkey 7 - Jul - 2024 11 - Jul - 2024
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Dubai , UAE 14 - Jul - 2024 18 - Jul - 2024
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Dubai , UAE 21 - Jul - 2024 25 - Jul - 2024
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Kuala Lumpur , Malaysia 28 - Jul - 2024 1 - Aug - 2024
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London , UK 14 - Jul - 2024 18 - Jul - 2024
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London , UK 21 - Jul - 2024 25 - Jul - 2024
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Bali , Indonesia 7 - Jul - 2024 11 - Jul - 2024
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Singapore , Singapore 7 - Jul - 2024 11 - Jul - 2024
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Washington , United States 7 - Jul - 2024 11 - Jul - 2024
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Paris , France 14 - Jul - 2024 18 - Jul - 2024
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Hong Kong , Hong Kong 14 - Jul - 2024 18 - Jul - 2024
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Paris , France 21 - Jul - 2024 25 - Jul - 2024
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Hong Kong , Hong Kong 21 - Jul - 2024 25 - Jul - 2024
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Rome , Italy 28 - Jul - 2024 1 - Aug - 2024
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Barcelona , Spain 28 - Jul - 2024 1 - Aug - 2024
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Zurich , Switzerland 28 - Jul - 2024 1 - Aug - 2024
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Madrid , Spain 14 - Jul - 2024 18 - Jul - 2024
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Munich , Germany 14 - Jul - 2024 18 - Jul - 2024
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Berlin , Germany 14 - Jul - 2024 18 - Jul - 2024
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New York , United States 14 - Jul - 2024 18 - Jul - 2024
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Amsterdam , Netherlands 14 - Jul - 2024 18 - Jul - 2024
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Madrid , Spain 21 - Jul - 2024 25 - Jul - 2024
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Munich , Germany 21 - Jul - 2024 25 - Jul - 2024
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Berlin , Germany 21 - Jul - 2024 25 - Jul - 2024
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New York , United States 21 - Jul - 2024 25 - Jul - 2024
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Amsterdam , Netherlands 21 - Jul - 2024 25 - Jul - 2024
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London , UK 4 - Aug - 2024 8 - Aug - 2024
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Dubai , UAE 11 - Aug - 2024 15 - Aug - 2024
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Istanbul , Turkey 18 - Aug - 2024 22 - Aug - 2024
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Kuala Lumpur , Malaysia 25 - Aug - 2024 29 - Aug - 2024
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Dubai , UAE 18 - Aug - 2024 22 - Aug - 2024
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London , UK 18 - Aug - 2024 22 - Aug - 2024
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Madrid , Spain 4 - Aug - 2024 8 - Aug - 2024
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Munich , Germany 4 - Aug - 2024 8 - Aug - 2024
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Berlin , Germany 4 - Aug - 2024 8 - Aug - 2024
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New York , United States 4 - Aug - 2024 8 - Aug - 2024
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Amsterdam , Netherlands 4 - Aug - 2024 8 - Aug - 2024
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Paris , France 11 - Aug - 2024 15 - Aug - 2024
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Hong Kong , Hong Kong 11 - Aug - 2024 15 - Aug - 2024
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Bali , Indonesia 18 - Aug - 2024 22 - Aug - 2024
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Singapore , Singapore 18 - Aug - 2024 22 - Aug - 2024
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Washington , United States 18 - Aug - 2024 22 - Aug - 2024
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Rome , Italy 25 - Aug - 2024 29 - Aug - 2024
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Barcelona , Spain 25 - Aug - 2024 29 - Aug - 2024
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Zurich , Switzerland 25 - Aug - 2024 29 - Aug - 2024
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Paris , France 18 - Aug - 2024 22 - Aug - 2024
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Hong Kong , Hong Kong 18 - Aug - 2024 22 - Aug - 2024
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Madrid , Spain 18 - Aug - 2024 22 - Aug - 2024
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Munich , Germany 18 - Aug - 2024 22 - Aug - 2024
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Berlin , Germany 18 - Aug - 2024 22 - Aug - 2024
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New York , United States 18 - Aug - 2024 22 - Aug - 2024
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Amsterdam , Netherlands 18 - Aug - 2024 22 - Aug - 2024
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Istanbul , Turkey 22 - Sep - 2024 26 - Sep - 2024
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Dubai , UAE 1 - Sep - 2024 5 - Sep - 2024
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Dubai , UAE 8 - Sep - 2024 12 - Sep - 2024
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Kuala Lumpur , Malaysia 15 - Sep - 2024 19 - Sep - 2024
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London , UK 1 - Sep - 2024 5 - Sep - 2024
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Bali , Indonesia 22 - Sep - 2024 26 - Sep - 2024
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Singapore , Singapore 22 - Sep - 2024 26 - Sep - 2024
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Washington , United States 22 - Sep - 2024 26 - Sep - 2024
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Paris , France 1 - Sep - 2024 5 - Sep - 2024
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Hong Kong , Hong Kong 1 - Sep - 2024 5 - Sep - 2024
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Paris , France 8 - Sep - 2024 12 - Sep - 2024
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Hong Kong , Hong Kong 8 - Sep - 2024 12 - Sep - 2024
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Rome , Italy 15 - Sep - 2024 19 - Sep - 2024
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Barcelona , Spain 15 - Sep - 2024 19 - Sep - 2024
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Zurich , Switzerland 15 - Sep - 2024 19 - Sep - 2024
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Madrid , Spain 1 - Sep - 2024 5 - Sep - 2024
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Munich , Germany 1 - Sep - 2024 5 - Sep - 2024
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Berlin , Germany 1 - Sep - 2024 5 - Sep - 2024
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New York , United States 1 - Sep - 2024 5 - Sep - 2024
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Amsterdam , Netherlands 1 - Sep - 2024 5 - Sep - 2024
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London , UK 20 - Oct - 2024 24 - Oct - 2024
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Dubai , UAE 27 - Oct - 2024 31 - Oct - 2024
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Istanbul , Turkey 6 - Oct - 2024 10 - Oct - 2024
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Kuala Lumpur , Malaysia 13 - Oct - 2024 17 - Oct - 2024
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Dubai , UAE 6 - Oct - 2024 10 - Oct - 2024
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London , UK 6 - Oct - 2024 10 - Oct - 2024
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Madrid , Spain 20 - Oct - 2024 24 - Oct - 2024
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Munich , Germany 20 - Oct - 2024 24 - Oct - 2024
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Berlin , Germany 20 - Oct - 2024 24 - Oct - 2024
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New York , United States 20 - Oct - 2024 24 - Oct - 2024
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Amsterdam , Netherlands 20 - Oct - 2024 24 - Oct - 2024
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Paris , France 27 - Oct - 2024 31 - Oct - 2024
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Hong Kong , Hong Kong 27 - Oct - 2024 31 - Oct - 2024
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Bali , Indonesia 6 - Oct - 2024 10 - Oct - 2024
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Singapore , Singapore 6 - Oct - 2024 10 - Oct - 2024
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Washington , United States 6 - Oct - 2024 10 - Oct - 2024
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Rome , Italy 13 - Oct - 2024 17 - Oct - 2024
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Barcelona , Spain 13 - Oct - 2024 17 - Oct - 2024
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Zurich , Switzerland 13 - Oct - 2024 17 - Oct - 2024
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Paris , France 6 - Oct - 2024 10 - Oct - 2024
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Hong Kong , Hong Kong 6 - Oct - 2024 10 - Oct - 2024
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Madrid , Spain 6 - Oct - 2024 10 - Oct - 2024
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Munich , Germany 6 - Oct - 2024 10 - Oct - 2024
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Berlin , Germany 6 - Oct - 2024 10 - Oct - 2024
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New York , United States 6 - Oct - 2024 10 - Oct - 2024
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Amsterdam , Netherlands 6 - Oct - 2024 10 - Oct - 2024
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Istanbul , Turkey 17 - Nov - 2024 21 - Nov - 2024
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Dubai , UAE 24 - Nov - 2024 28 - Nov - 2024
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Dubai , UAE 3 - Nov - 2024 7 - Nov - 2024
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Kuala Lumpur , Malaysia 10 - Nov - 2024 14 - Nov - 2024
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London , UK 24 - Nov - 2024 28 - Nov - 2024
Course Details & Registration
Bali , Indonesia 17 - Nov - 2024 21 - Nov - 2024
Course Details & Registration
Singapore , Singapore 17 - Nov - 2024 21 - Nov - 2024
Course Details & Registration
Washington , United States 17 - Nov - 2024 21 - Nov - 2024
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Paris , France 24 - Nov - 2024 28 - Nov - 2024
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Hong Kong , Hong Kong 24 - Nov - 2024 28 - Nov - 2024
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Paris , France 3 - Nov - 2024 7 - Nov - 2024
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Hong Kong , Hong Kong 3 - Nov - 2024 7 - Nov - 2024
Course Details & Registration
Rome , Italy 10 - Nov - 2024 14 - Nov - 2024
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Barcelona , Spain 10 - Nov - 2024 14 - Nov - 2024
Course Details & Registration
Zurich , Switzerland 10 - Nov - 2024 14 - Nov - 2024
Course Details & Registration
Madrid , Spain 24 - Nov - 2024 28 - Nov - 2024
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Munich , Germany 24 - Nov - 2024 28 - Nov - 2024
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Berlin , Germany 24 - Nov - 2024 28 - Nov - 2024
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New York , United States 24 - Nov - 2024 28 - Nov - 2024
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Amsterdam , Netherlands 24 - Nov - 2024 28 - Nov - 2024
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London , UK 15 - Dec - 2024 19 - Dec - 2024
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Dubai , UAE 22 - Dec - 2024 26 - Dec - 2024
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Istanbul , Turkey 8 - Dec - 2024 12 - Dec - 2024
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Kuala Lumpur , Malaysia 1 - Dec - 2024 5 - Dec - 2024
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Dubai , UAE 8 - Dec - 2024 12 - Dec - 2024
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London , UK 8 - Dec - 2024 12 - Dec - 2024
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Madrid , Spain 15 - Dec - 2024 19 - Dec - 2024
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Munich , Germany 15 - Dec - 2024 19 - Dec - 2024
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Berlin , Germany 15 - Dec - 2024 19 - Dec - 2024
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New York , United States 15 - Dec - 2024 19 - Dec - 2024
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Amsterdam , Netherlands 15 - Dec - 2024 19 - Dec - 2024
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Paris , France 22 - Dec - 2024 26 - Dec - 2024
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Hong Kong , Hong Kong 22 - Dec - 2024 26 - Dec - 2024
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Bali , Indonesia 8 - Dec - 2024 12 - Dec - 2024
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Singapore , Singapore 8 - Dec - 2024 12 - Dec - 2024
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Washington , United States 8 - Dec - 2024 12 - Dec - 2024
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Rome , Italy 1 - Dec - 2024 5 - Dec - 2024
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Barcelona , Spain 1 - Dec - 2024 5 - Dec - 2024
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Zurich , Switzerland 1 - Dec - 2024 5 - Dec - 2024
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Paris , France 8 - Dec - 2024 12 - Dec - 2024
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Hong Kong , Hong Kong 8 - Dec - 2024 12 - Dec - 2024
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Madrid , Spain 8 - Dec - 2024 12 - Dec - 2024
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Munich , Germany 8 - Dec - 2024 12 - Dec - 2024
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Berlin , Germany 8 - Dec - 2024 12 - Dec - 2024
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New York , United States 8 - Dec - 2024 12 - Dec - 2024
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Amsterdam , Netherlands 8 - Dec - 2024 12 - Dec - 2024
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Course Syllabus

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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