/  Key Account Management Training

Key Account Management Training

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

Course Title
Venue
Start Date
End Date
  • Kuala Lumpur
    27 - 10 - 2019
    31 - 10 - 2019
  • Rome
    27 - 10 - 2019
    31 - 10 - 2019
  • Rome
    27 - 10 - 2019
    31 - 10 - 2019
  • Barcelona
    27 - 10 - 2019
    31 - 10 - 2019
  • Zurich
    27 - 10 - 2019
    31 - 10 - 2019
  • London
    17 - 11 - 2019
    21 - 11 - 2019
  • Madrid
    17 - 11 - 2019
    21 - 11 - 2019
  • Munich
    17 - 11 - 2019
    21 - 11 - 2019
  • Berlin
    17 - 11 - 2019
    21 - 11 - 2019
  • New York
    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
  • Kuala Lumpur
    3 - 11 - 2019
    7 - 11 - 2019
  • Rome
    3 - 11 - 2019
    7 - 11 - 2019
  • Rome
    3 - 11 - 2019
    7 - 11 - 2019
  • Barcelona
    3 - 11 - 2019
    7 - 11 - 2019
  • Zurich
    3 - 11 - 2019
    7 - 11 - 2019
  • Istanbul
    10 - 11 - 2019
    14 - 11 - 2019
  • Bali
    10 - 11 - 2019
    14 - 11 - 2019
  • Singapore
    10 - 11 - 2019
    14 - 11 - 2019
  • Washington
    10 - 11 - 2019
    14 - 11 - 2019
  • Dubai
    10 - 11 - 2019
    14 - 11 - 2019
  • Paris
    10 - 11 - 2019
    14 - 11 - 2019
  • Hong Kong
    10 - 11 - 2019
    14 - 11 - 2019
  • Istanbul
    15 - 12 - 2019
    19 - 12 - 2019
  • Bali
    15 - 12 - 2019
    19 - 12 - 2019
  • Singapore
    15 - 12 - 2019
    19 - 12 - 2019
  • Washington
    15 - 12 - 2019
    19 - 12 - 2019
  • Kuala Lumpur
    22 - 12 - 2019
    26 - 12 - 2019
  • Rome
    22 - 12 - 2019
    26 - 12 - 2019
  • Rome
    22 - 12 - 2019
    26 - 12 - 2019
  • Barcelona
    22 - 12 - 2019
    26 - 12 - 2019
  • Zurich
    22 - 12 - 2019
    26 - 12 - 2019
  • Dubai
    8 - 12 - 2019
    12 - 12 - 2019
  • Paris
    8 - 12 - 2019
    12 - 12 - 2019
  • Hong Kong
    8 - 12 - 2019
    12 - 12 - 2019
  • London
    1 - 12 - 2019
    5 - 12 - 2019
  • Madrid
    1 - 12 - 2019
    5 - 12 - 2019
  • Munich
    1 - 12 - 2019
    5 - 12 - 2019
  • Berlin
    1 - 12 - 2019
    5 - 12 - 2019
  • New York
    1 - 12 - 2019
    5 - 12 - 2019
  • London
    26 - 1 - 2020
    30 - 1 - 2020
  • Madrid
    26 - 1 - 2020
    30 - 1 - 2020
  • Munich
    26 - 1 - 2020
    30 - 1 - 2020
  • Berlin
    26 - 1 - 2020
    30 - 1 - 2020
  • New York
    26 - 1 - 2020
    30 - 1 - 2020
  • Dubai
    19 - 1 - 2020
    23 - 1 - 2020
  • Paris
    19 - 1 - 2020
    23 - 1 - 2020
  • Hong Kong
    19 - 1 - 2020
    23 - 1 - 2020
  • Kuala Lumpur
    12 - 1 - 2020
    16 - 1 - 2020
  • Rome
    12 - 1 - 2020
    16 - 1 - 2020
  • Rome
    12 - 1 - 2020
    16 - 1 - 2020
  • Barcelona
    12 - 1 - 2020
    16 - 1 - 2020
  • Zurich
    12 - 1 - 2020
    16 - 1 - 2020
  • Istanbul
    5 - 1 - 2020
    9 - 1 - 2020
  • Bali
    5 - 1 - 2020
    9 - 1 - 2020
  • Singapore
    5 - 1 - 2020
    9 - 1 - 2020
  • Washington
    5 - 1 - 2020
    9 - 1 - 2020
  • Dubai
    5 - 1 - 2020
    9 - 1 - 2020
  • Paris
    5 - 1 - 2020
    9 - 1 - 2020
  • Hong Kong
    5 - 1 - 2020
    9 - 1 - 2020
  • Istanbul
    23 - 2 - 2020
    27 - 2 - 2020
  • Bali
    23 - 2 - 2020
    27 - 2 - 2020
  • Singapore
    23 - 2 - 2020
    27 - 2 - 2020
  • Washington
    23 - 2 - 2020
    27 - 2 - 2020
  • Kuala Lumpur
    16 - 2 - 2020
    20 - 2 - 2020
  • Rome
    16 - 2 - 2020
    20 - 2 - 2020
  • Rome
    16 - 2 - 2020
    20 - 2 - 2020
  • Barcelona
    16 - 2 - 2020
    20 - 2 - 2020
  • Zurich
    16 - 2 - 2020
    20 - 2 - 2020
  • Dubai
    9 - 2 - 2020
    13 - 2 - 2020
  • Paris
    9 - 2 - 2020
    13 - 2 - 2020
  • Hong Kong
    9 - 2 - 2020
    13 - 2 - 2020
  • London
    2 - 2 - 2020
    6 - 2 - 2020
  • Madrid
    2 - 2 - 2020
    6 - 2 - 2020
  • Munich
    2 - 2 - 2020
    6 - 2 - 2020
  • Berlin
    2 - 2 - 2020
    6 - 2 - 2020
  • New York
    2 - 2 - 2020
    6 - 2 - 2020
  • London
    15 - 3 - 2020
    19 - 3 - 2020
  • Madrid
    15 - 3 - 2020
    19 - 3 - 2020
  • Munich
    15 - 3 - 2020
    19 - 3 - 2020
  • Berlin
    15 - 3 - 2020
    19 - 3 - 2020
  • New York
    15 - 3 - 2020
    19 - 3 - 2020
  • Dubai
    8 - 3 - 2020
    12 - 3 - 2020
  • Paris
    8 - 3 - 2020
    12 - 3 - 2020
  • Hong Kong
    8 - 3 - 2020
    12 - 3 - 2020
  • Kuala Lumpur
    1 - 3 - 2020
    5 - 3 - 2020
  • Rome
    1 - 3 - 2020
    5 - 3 - 2020
  • Rome
    1 - 3 - 2020
    5 - 3 - 2020
  • Barcelona
    1 - 3 - 2020
    5 - 3 - 2020
  • Zurich
    1 - 3 - 2020
    5 - 3 - 2020
  • Istanbul
    22 - 3 - 2020
    26 - 3 - 2020
  • Bali
    22 - 3 - 2020
    26 - 3 - 2020
  • Singapore
    22 - 3 - 2020
    26 - 3 - 2020
  • Washington
    22 - 3 - 2020
    26 - 3 - 2020
  • Dubai
    22 - 3 - 2020
    26 - 3 - 2020
  • Paris
    22 - 3 - 2020
    26 - 3 - 2020
  • Hong Kong
    22 - 3 - 2020
    26 - 3 - 2020
  • Istanbul
    26 - 4 - 2020
    30 - 4 - 2020
  • Bali
    26 - 4 - 2020
    30 - 4 - 2020
  • Singapore
    26 - 4 - 2020
    30 - 4 - 2020
  • Washington
    26 - 4 - 2020
    30 - 4 - 2020
  • Kuala Lumpur
    5 - 4 - 2020
    9 - 4 - 2020
  • Rome
    5 - 4 - 2020
    9 - 4 - 2020
  • Rome
    5 - 4 - 2020
    9 - 4 - 2020
  • Barcelona
    5 - 4 - 2020
    9 - 4 - 2020
  • Zurich
    5 - 4 - 2020
    9 - 4 - 2020
  • Dubai
    12 - 4 - 2020
    16 - 4 - 2020
  • Paris
    12 - 4 - 2020
    16 - 4 - 2020
  • Hong Kong
    12 - 4 - 2020
    16 - 4 - 2020
  • London
    19 - 4 - 2020
    23 - 4 - 2020
  • Madrid
    19 - 4 - 2020
    23 - 4 - 2020
  • Munich
    19 - 4 - 2020
    23 - 4 - 2020
  • Berlin
    19 - 4 - 2020
    23 - 4 - 2020
  • New York
    19 - 4 - 2020
    23 - 4 - 2020
  • London
    10 - 5 - 2020
    14 - 5 - 2020
  • Madrid
    10 - 5 - 2020
    14 - 5 - 2020
  • Munich
    10 - 5 - 2020
    14 - 5 - 2020
  • Berlin
    10 - 5 - 2020
    14 - 5 - 2020
  • New York
    10 - 5 - 2020
    14 - 5 - 2020
  • Dubai
    3 - 5 - 2020
    7 - 5 - 2020
  • Paris
    3 - 5 - 2020
    7 - 5 - 2020
  • Hong Kong
    3 - 5 - 2020
    7 - 5 - 2020
  • Kuala Lumpur
    17 - 5 - 2020
    21 - 5 - 2020
  • Rome
    17 - 5 - 2020
    21 - 5 - 2020
  • Rome
    17 - 5 - 2020
    21 - 5 - 2020
  • Barcelona
    17 - 5 - 2020
    21 - 5 - 2020
  • Zurich
    17 - 5 - 2020
    21 - 5 - 2020
  • Istanbul
    24 - 5 - 2020
    28 - 5 - 2020
  • Bali
    24 - 5 - 2020
    28 - 5 - 2020
  • Singapore
    24 - 5 - 2020
    28 - 5 - 2020
  • Washington
    24 - 5 - 2020
    28 - 5 - 2020
  • Dubai
    24 - 5 - 2020
    28 - 5 - 2020
  • Paris
    24 - 5 - 2020
    28 - 5 - 2020
  • Hong Kong
    24 - 5 - 2020
    28 - 5 - 2020
  • Istanbul
    14 - 6 - 2020
    18 - 6 - 2020
  • Bali
    14 - 6 - 2020
    18 - 6 - 2020
  • Singapore
    14 - 6 - 2020
    18 - 6 - 2020
  • Washington
    14 - 6 - 2020
    18 - 6 - 2020
  • Kuala Lumpur
    21 - 6 - 2020
    25 - 6 - 2020
  • Rome
    21 - 6 - 2020
    25 - 6 - 2020
  • Rome
    21 - 6 - 2020
    25 - 6 - 2020
  • Barcelona
    21 - 6 - 2020
    25 - 6 - 2020
  • Zurich
    21 - 6 - 2020
    25 - 6 - 2020
  • Dubai
    28 - 6 - 2020
    2 - 7 - 2020
  • Paris
    28 - 6 - 2020
    2 - 7 - 2020
  • Hong Kong
    28 - 6 - 2020
    2 - 7 - 2020
  • London
    7 - 6 - 2020
    11 - 6 - 2020
  • Madrid
    7 - 6 - 2020
    11 - 6 - 2020
  • Munich
    7 - 6 - 2020
    11 - 6 - 2020
  • Berlin
    7 - 6 - 2020
    11 - 6 - 2020
  • New York
    7 - 6 - 2020
    11 - 6 - 2020
  • London
    5 - 7 - 2020
    9 - 7 - 2020
  • Madrid
    5 - 7 - 2020
    9 - 7 - 2020
  • Munich
    5 - 7 - 2020
    9 - 7 - 2020
  • Berlin
    5 - 7 - 2020
    9 - 7 - 2020
  • New York
    5 - 7 - 2020
    9 - 7 - 2020
  • Dubai
    12 - 7 - 2020
    16 - 7 - 2020
  • Paris
    12 - 7 - 2020
    16 - 7 - 2020
  • Hong Kong
    12 - 7 - 2020
    16 - 7 - 2020
  • Dubai
    19 - 7 - 2020
    23 - 7 - 2020
  • Paris
    19 - 7 - 2020
    23 - 7 - 2020
  • Hong Kong
    19 - 7 - 2020
    23 - 7 - 2020
  • Istanbul
    26 - 7 - 2020
    30 - 7 - 2020
  • Bali
    26 - 7 - 2020
    30 - 7 - 2020
  • Singapore
    26 - 7 - 2020
    30 - 7 - 2020
  • Washington
    26 - 7 - 2020
    30 - 7 - 2020
  • Dubai
    26 - 7 - 2020
    30 - 7 - 2020
  • Paris
    26 - 7 - 2020
    30 - 7 - 2020
  • Hong Kong
    26 - 7 - 2020
    30 - 7 - 2020
  • Istanbul
    2 - 8 - 2020
    6 - 8 - 2020
  • Bali
    2 - 8 - 2020
    6 - 8 - 2020
  • Singapore
    2 - 8 - 2020
    6 - 8 - 2020
  • Washington
    2 - 8 - 2020
    6 - 8 - 2020
  • Kuala Lumpur
    9 - 8 - 2020
    13 - 8 - 2020
  • Rome
    9 - 8 - 2020
    13 - 8 - 2020
  • Rome
    9 - 8 - 2020
    13 - 8 - 2020
  • Barcelona
    9 - 8 - 2020
    13 - 8 - 2020
  • Zurich
    9 - 8 - 2020
    13 - 8 - 2020
  • Dubai
    16 - 8 - 2020
    20 - 8 - 2020
  • Paris
    16 - 8 - 2020
    20 - 8 - 2020
  • Hong Kong
    16 - 8 - 2020
    20 - 8 - 2020
  • London
    23 - 8 - 2020
    27 - 8 - 2020
  • Madrid
    23 - 8 - 2020
    27 - 8 - 2020
  • Munich
    23 - 8 - 2020
    27 - 8 - 2020
  • Berlin
    23 - 8 - 2020
    27 - 8 - 2020
  • New York
    23 - 8 - 2020
    27 - 8 - 2020
  • London
    27 - 9 - 2020
    1 - 10 - 2020
  • Madrid
    27 - 9 - 2020
    1 - 10 - 2020
  • Munich
    27 - 9 - 2020
    1 - 10 - 2020
  • Berlin
    27 - 9 - 2020
    1 - 10 - 2020
  • New York
    27 - 9 - 2020
    1 - 10 - 2020
  • Dubai
    6 - 9 - 2020
    10 - 9 - 2020
  • Paris
    6 - 9 - 2020
    10 - 9 - 2020
  • Hong Kong
    6 - 9 - 2020
    10 - 9 - 2020
  • Kuala Lumpur
    13 - 9 - 2020
    17 - 9 - 2020
  • Rome
    13 - 9 - 2020
    17 - 9 - 2020
  • Rome
    13 - 9 - 2020
    17 - 9 - 2020
  • Barcelona
    13 - 9 - 2020
    17 - 9 - 2020
  • Zurich
    13 - 9 - 2020
    17 - 9 - 2020
  • Istanbul
    20 - 9 - 2020
    24 - 9 - 2020
  • Bali
    20 - 9 - 2020
    24 - 9 - 2020
  • Singapore
    20 - 9 - 2020
    24 - 9 - 2020
  • Washington
    20 - 9 - 2020
    24 - 9 - 2020
  • Dubai
    20 - 9 - 2020
    24 - 9 - 2020
  • Paris
    20 - 9 - 2020
    24 - 9 - 2020
  • Hong Kong
    20 - 9 - 2020
    24 - 9 - 2020
  • Dubai
    4 - 10 - 2020
    8 - 10 - 2020
  • Paris
    4 - 10 - 2020
    8 - 10 - 2020
  • Hong Kong
    4 - 10 - 2020
    8 - 10 - 2020

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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