/  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
  • Kuala Lumpur
    25 - 3 - 2018
    29 - 3 - 2018
  • Istanbul
    11 - 3 - 2018
    15 - 3 - 2018
  • Muscat
    25 - 3 - 2018
    29 - 3 - 2018
  • London
    8 - 4 - 2018
    12 - 4 - 2018
  • Dubai
    8 - 4 - 2018
    12 - 4 - 2018
  • Paris
    8 - 4 - 2018
    12 - 4 - 2018
  • Kuala Lumpur
    13 - 5 - 2018
    17 - 5 - 2018
  • Istanbul
    20 - 5 - 2018
    24 - 5 - 2018
  • Muscat
    13 - 5 - 2018
    17 - 5 - 2018
  • London
    24 - 6 - 2018
    28 - 6 - 2018
  • Dubai
    3 - 6 - 2018
    7 - 6 - 2018
  • Paris
    24 - 6 - 2018
    28 - 6 - 2018
  • Kuala Lumpur
    1 - 7 - 2018
    5 - 7 - 2018
  • Istanbul
    22 - 7 - 2018
    26 - 7 - 2018
  • Muscat
    1 - 7 - 2018
    5 - 7 - 2018
  • London
    19 - 8 - 2018
    23 - 8 - 2018
  • Dubai
    12 - 8 - 2018
    16 - 8 - 2018
  • Paris
    19 - 8 - 2018
    23 - 8 - 2018
  • Kuala Lumpur
    16 - 9 - 2018
    20 - 9 - 2018
  • Istanbul
    16 - 9 - 2018
    20 - 9 - 2018
  • Muscat
    16 - 9 - 2018
    20 - 9 - 2018
  • London
    7 - 10 - 2018
    11 - 10 - 2018
  • Dubai
    21 - 10 - 2018
    25 - 10 - 2018
  • Paris
    7 - 10 - 2018
    11 - 10 - 2018
  • Kuala Lumpur
    18 - 11 - 2018
    22 - 11 - 2018
  • Istanbul
    11 - 11 - 2018
    15 - 11 - 2018
  • Muscat
    18 - 11 - 2018
    22 - 11 - 2018
  • London
    2 - 12 - 2018
    6 - 12 - 2018
  • Dubai
    9 - 12 - 2018
    13 - 12 - 2018
  • Paris
    2 - 12 - 2018
    6 - 12 - 2018
  • Kuala Lumpur
    27 - 1 - 2019
    31 - 1 - 2019
  • Istanbul
    20 - 1 - 2019
    24 - 1 - 2019
  • Muscat
    27 - 1 - 2019
    31 - 1 - 2019
  • London
    10 - 2 - 2019
    14 - 2 - 2019
  • Dubai
    17 - 2 - 2019
    21 - 2 - 2019
  • Paris
    10 - 2 - 2019
    14 - 2 - 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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