Key Account Management Course

Develop key account management skills for successful client relationships. Enroll in this course to excel in managing and growing key accounts. BMC Training offers Key Account Management Course in PR , Customer Services , Sales and Marketing Courses.

  • English
  • 227 Training Sessions
  • Confirmed
  • One Week
Key Account Management Training Course

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Type a city name or a month
Venue Start Date End Date Net Fees Details & Registration
Istanbul , Turkey 23 - Feb - 2025 27 - Feb - 2025 4700 GBP
Bali , Indonesia 23 - Feb - 2025 27 - Feb - 2025 8100 GBP
Singapore , Singapore 23 - Feb - 2025 27 - Feb - 2025 7500 GBP
Washington , United States 23 - Feb - 2025 27 - Feb - 2025 11000 GBP
Kuala Lumpur , Malaysia 16 - Feb - 2025 20 - Feb - 2025 4750 GBP
Rome , Italy 16 - Feb - 2025 20 - Feb - 2025 7300 GBP
Barcelona , Spain 16 - Feb - 2025 20 - Feb - 2025 6950 GBP
Zurich , Switzerland 16 - Feb - 2025 20 - Feb - 2025 7950 GBP
Dubai , UAE 16 - Feb - 2025 20 - Feb - 2025 4987.5 GBP
Paris , France 16 - Feb - 2025 20 - Feb - 2025 6700 GBP
Hong Kong , Hong Kong 16 - Feb - 2025 20 - Feb - 2025 8500 GBP
Tokyo , Japan 16 - Feb - 2025 20 - Feb - 2025 9750 GBP
Taipei , Taiwan 23 - Feb - 2025 27 - Feb - 2025 9300 GBP
Sydney , Australia 16 - Feb - 2025 20 - Feb - 2025 10900 GBP
Interlaken , Switzerland 16 - Feb - 2025 20 - Feb - 2025 8950 GBP
London , UK 16 - Mar - 2025 20 - Mar - 2025 4950 GBP
Madrid , Spain 16 - Mar - 2025 20 - Mar - 2025 6950 GBP
Munich , Germany 16 - Mar - 2025 20 - Mar - 2025 7900 GBP
Berlin , Germany 16 - Mar - 2025 20 - Mar - 2025 7900 GBP
New York , United States 16 - Mar - 2025 20 - Mar - 2025 10900 GBP
Amsterdam , Netherlands 16 - Mar - 2025 20 - Mar - 2025 8100 GBP
Milan , Italy 16 - Mar - 2025 20 - Mar - 2025 6950 GBP
Dubai , UAE 9 - Mar - 2025 13 - Mar - 2025 4987.5 GBP
Paris , France 9 - Mar - 2025 13 - Mar - 2025 6700 GBP
Hong Kong , Hong Kong 9 - Mar - 2025 13 - Mar - 2025 8500 GBP
Tokyo , Japan 9 - Mar - 2025 13 - Mar - 2025 9750 GBP
Kuala Lumpur , Malaysia 2 - Mar - 2025 6 - Mar - 2025 4750 GBP
Rome , Italy 2 - Mar - 2025 6 - Mar - 2025 7300 GBP
Barcelona , Spain 2 - Mar - 2025 6 - Mar - 2025 6950 GBP
Zurich , Switzerland 2 - Mar - 2025 6 - Mar - 2025 7950 GBP
Istanbul , Turkey 23 - Mar - 2025 27 - Mar - 2025 4700 GBP
Bali , Indonesia 23 - Mar - 2025 27 - Mar - 2025 8100 GBP
Singapore , Singapore 23 - Mar - 2025 27 - Mar - 2025 7500 GBP
Washington , United States 23 - Mar - 2025 27 - Mar - 2025 11000 GBP
Dubai , UAE 23 - Mar - 2025 27 - Mar - 2025 4987.5 GBP
Paris , France 23 - Mar - 2025 27 - Mar - 2025 6700 GBP
Hong Kong , Hong Kong 23 - Mar - 2025 27 - Mar - 2025 8500 GBP
Tokyo , Japan 23 - Mar - 2025 27 - Mar - 2025 9750 GBP
Dubai , UAE 16 - Mar - 2025 20 - Mar - 2025 4987.5 GBP
Paris , France 16 - Mar - 2025 20 - Mar - 2025 6700 GBP
Hong Kong , Hong Kong 16 - Mar - 2025 20 - Mar - 2025 8500 GBP
Tokyo , Japan 16 - Mar - 2025 20 - Mar - 2025 9750 GBP
Sydney , Australia 2 - Mar - 2025 6 - Mar - 2025 10900 GBP
Interlaken , Switzerland 2 - Mar - 2025 6 - Mar - 2025 8950 GBP
Taipei , Taiwan 23 - Mar - 2025 27 - Mar - 2025 9300 GBP
Istanbul , Turkey 27 - Apr - 2025 1 - May - 2025 4700 GBP
Bali , Indonesia 27 - Apr - 2025 1 - May - 2025 8100 GBP
Singapore , Singapore 27 - Apr - 2025 1 - May - 2025 7500 GBP
Washington , United States 27 - Apr - 2025 1 - May - 2025 11000 GBP
Kuala Lumpur , Malaysia 6 - Apr - 2025 10 - Apr - 2025 4750 GBP
Rome , Italy 6 - Apr - 2025 10 - Apr - 2025 7300 GBP
Barcelona , Spain 6 - Apr - 2025 10 - Apr - 2025 6950 GBP
Zurich , Switzerland 6 - Apr - 2025 10 - Apr - 2025 7950 GBP
Dubai , UAE 13 - Apr - 2025 17 - Apr - 2025 4987.5 GBP
Paris , France 13 - Apr - 2025 17 - Apr - 2025 6700 GBP
Hong Kong , Hong Kong 13 - Apr - 2025 17 - Apr - 2025 8500 GBP
Tokyo , Japan 13 - Apr - 2025 17 - Apr - 2025 9750 GBP
London , UK 20 - Apr - 2025 24 - Apr - 2025 4950 GBP
Madrid , Spain 20 - Apr - 2025 24 - Apr - 2025 6950 GBP
Munich , Germany 20 - Apr - 2025 24 - Apr - 2025 7900 GBP
Berlin , Germany 20 - Apr - 2025 24 - Apr - 2025 7900 GBP
New York , United States 20 - Apr - 2025 24 - Apr - 2025 10900 GBP
Amsterdam , Netherlands 20 - Apr - 2025 24 - Apr - 2025 8100 GBP
Milan , Italy 20 - Apr - 2025 24 - Apr - 2025 6950 GBP
Dubai , UAE 6 - Apr - 2025 10 - Apr - 2025 4987.5 GBP
Paris , France 6 - Apr - 2025 10 - Apr - 2025 6700 GBP
Hong Kong , Hong Kong 6 - Apr - 2025 10 - Apr - 2025 8500 GBP
Tokyo , Japan 6 - Apr - 2025 10 - Apr - 2025 9750 GBP
Taipei , Taiwan 27 - Apr - 2025 1 - May - 2025 9300 GBP
Sydney , Australia 6 - Apr - 2025 10 - Apr - 2025 10900 GBP
Interlaken , Switzerland 6 - Apr - 2025 10 - Apr - 2025 8950 GBP
London , UK 11 - May - 2025 15 - May - 2025 4950 GBP
Madrid , Spain 11 - May - 2025 15 - May - 2025 6950 GBP
Munich , Germany 11 - May - 2025 15 - May - 2025 7900 GBP
Berlin , Germany 11 - May - 2025 15 - May - 2025 7900 GBP
New York , United States 11 - May - 2025 15 - May - 2025 10900 GBP
Amsterdam , Netherlands 11 - May - 2025 15 - May - 2025 8100 GBP
Milan , Italy 11 - May - 2025 15 - May - 2025 6950 GBP
Dubai , UAE 4 - May - 2025 8 - May - 2025 4987.5 GBP
Paris , France 4 - May - 2025 8 - May - 2025 6700 GBP
Hong Kong , Hong Kong 4 - May - 2025 8 - May - 2025 8500 GBP
Tokyo , Japan 4 - May - 2025 8 - May - 2025 9750 GBP
Kuala Lumpur , Malaysia 18 - May - 2025 22 - May - 2025 4750 GBP
Rome , Italy 18 - May - 2025 22 - May - 2025 7300 GBP
Barcelona , Spain 18 - May - 2025 22 - May - 2025 6950 GBP
Zurich , Switzerland 18 - May - 2025 22 - May - 2025 7950 GBP
Istanbul , Turkey 25 - May - 2025 29 - May - 2025 4700 GBP
Bali , Indonesia 25 - May - 2025 29 - May - 2025 8100 GBP
Singapore , Singapore 25 - May - 2025 29 - May - 2025 7500 GBP
Washington , United States 25 - May - 2025 29 - May - 2025 11000 GBP
Dubai , UAE 25 - May - 2025 29 - May - 2025 4987.5 GBP
Paris , France 25 - May - 2025 29 - May - 2025 6700 GBP
Hong Kong , Hong Kong 25 - May - 2025 29 - May - 2025 8500 GBP
Tokyo , Japan 25 - May - 2025 29 - May - 2025 9750 GBP
Dubai , UAE 11 - May - 2025 15 - May - 2025 4987.5 GBP
Paris , France 11 - May - 2025 15 - May - 2025 6700 GBP
Hong Kong , Hong Kong 11 - May - 2025 15 - May - 2025 8500 GBP
Tokyo , Japan 11 - May - 2025 15 - May - 2025 9750 GBP
Sydney , Australia 18 - May - 2025 22 - May - 2025 10900 GBP
Interlaken , Switzerland 18 - May - 2025 22 - May - 2025 8950 GBP
Taipei , Taiwan 25 - May - 2025 29 - May - 2025 9300 GBP
Istanbul , Turkey 8 - Jun - 2025 12 - Jun - 2025 4700 GBP
Bali , Indonesia 8 - Jun - 2025 12 - Jun - 2025 8100 GBP
Singapore , Singapore 8 - Jun - 2025 12 - Jun - 2025 7500 GBP
Washington , United States 8 - Jun - 2025 12 - Jun - 2025 11000 GBP
Kuala Lumpur , Malaysia 15 - Jun - 2025 19 - Jun - 2025 4750 GBP
Rome , Italy 15 - Jun - 2025 19 - Jun - 2025 7300 GBP
Barcelona , Spain 15 - Jun - 2025 19 - Jun - 2025 6950 GBP
Zurich , Switzerland 15 - Jun - 2025 19 - Jun - 2025 7950 GBP
Dubai , UAE 22 - Jun - 2025 26 - Jun - 2025 4987.5 GBP
Paris , France 22 - Jun - 2025 26 - Jun - 2025 6700 GBP
Hong Kong , Hong Kong 22 - Jun - 2025 26 - Jun - 2025 8500 GBP
Tokyo , Japan 22 - Jun - 2025 26 - Jun - 2025 9750 GBP
London , UK 1 - Jun - 2025 5 - Jun - 2025 4950 GBP
Madrid , Spain 1 - Jun - 2025 5 - Jun - 2025 6950 GBP
Munich , Germany 1 - Jun - 2025 5 - Jun - 2025 7900 GBP
Berlin , Germany 1 - Jun - 2025 5 - Jun - 2025 7900 GBP
New York , United States 1 - Jun - 2025 5 - Jun - 2025 10900 GBP
Amsterdam , Netherlands 1 - Jun - 2025 5 - Jun - 2025 8100 GBP
Milan , Italy 1 - Jun - 2025 5 - Jun - 2025 6950 GBP
Dubai , UAE 15 - Jun - 2025 19 - Jun - 2025 4987.5 GBP
Paris , France 15 - Jun - 2025 19 - Jun - 2025 6700 GBP
Hong Kong , Hong Kong 15 - Jun - 2025 19 - Jun - 2025 8500 GBP
Tokyo , Japan 15 - Jun - 2025 19 - Jun - 2025 9750 GBP
Taipei , Taiwan 8 - Jun - 2025 12 - Jun - 2025 9300 GBP
Sydney , Australia 15 - Jun - 2025 19 - Jun - 2025 10900 GBP
Interlaken , Switzerland 15 - Jun - 2025 19 - Jun - 2025 8950 GBP
London , UK 6 - Jul - 2025 10 - Jul - 2025 4950 GBP
Madrid , Spain 6 - Jul - 2025 10 - Jul - 2025 6950 GBP
Munich , Germany 6 - Jul - 2025 10 - Jul - 2025 7900 GBP
Berlin , Germany 6 - Jul - 2025 10 - Jul - 2025 7900 GBP
New York , United States 6 - Jul - 2025 10 - Jul - 2025 10900 GBP
Amsterdam , Netherlands 6 - Jul - 2025 10 - Jul - 2025 8100 GBP
Milan , Italy 6 - Jul - 2025 10 - Jul - 2025 6950 GBP
Dubai , UAE 13 - Jul - 2025 17 - Jul - 2025 4987.5 GBP
Paris , France 13 - Jul - 2025 17 - Jul - 2025 6700 GBP
Hong Kong , Hong Kong 13 - Jul - 2025 17 - Jul - 2025 8500 GBP
Tokyo , Japan 13 - Jul - 2025 17 - Jul - 2025 9750 GBP
Dubai , UAE 20 - Jul - 2025 24 - Jul - 2025 4987.5 GBP
Paris , France 20 - Jul - 2025 24 - Jul - 2025 6700 GBP
Hong Kong , Hong Kong 20 - Jul - 2025 24 - Jul - 2025 8500 GBP
Tokyo , Japan 20 - Jul - 2025 24 - Jul - 2025 9750 GBP
Istanbul , Turkey 27 - Jul - 2025 31 - Jul - 2025 4700 GBP
Bali , Indonesia 27 - Jul - 2025 31 - Jul - 2025 8100 GBP
Singapore , Singapore 27 - Jul - 2025 31 - Jul - 2025 7500 GBP
Washington , United States 27 - Jul - 2025 31 - Jul - 2025 11000 GBP
Dubai , UAE 27 - Jul - 2025 31 - Jul - 2025 4987.5 GBP
Paris , France 27 - Jul - 2025 31 - Jul - 2025 6700 GBP
Hong Kong , Hong Kong 27 - Jul - 2025 31 - Jul - 2025 8500 GBP
Tokyo , Japan 27 - Jul - 2025 31 - Jul - 2025 9750 GBP
Dubai , UAE 6 - Jul - 2025 10 - Jul - 2025 4987.5 GBP
Paris , France 6 - Jul - 2025 10 - Jul - 2025 6700 GBP
Hong Kong , Hong Kong 6 - Jul - 2025 10 - Jul - 2025 8500 GBP
Tokyo , Japan 6 - Jul - 2025 10 - Jul - 2025 9750 GBP
Taipei , Taiwan 27 - Jul - 2025 31 - Jul - 2025 9300 GBP
Istanbul , Turkey 3 - Aug - 2025 7 - Aug - 2025 4700 GBP
Bali , Indonesia 3 - Aug - 2025 7 - Aug - 2025 8100 GBP
Singapore , Singapore 3 - Aug - 2025 7 - Aug - 2025 7500 GBP
Washington , United States 3 - Aug - 2025 7 - Aug - 2025 11000 GBP
Kuala Lumpur , Malaysia 10 - Aug - 2025 14 - Aug - 2025 4750 GBP
Rome , Italy 10 - Aug - 2025 14 - Aug - 2025 7300 GBP
Barcelona , Spain 10 - Aug - 2025 14 - Aug - 2025 6950 GBP
Zurich , Switzerland 10 - Aug - 2025 14 - Aug - 2025 7950 GBP
Dubai , UAE 17 - Aug - 2025 21 - Aug - 2025 4987.5 GBP
Paris , France 17 - Aug - 2025 21 - Aug - 2025 6700 GBP
Hong Kong , Hong Kong 17 - Aug - 2025 21 - Aug - 2025 8500 GBP
Tokyo , Japan 17 - Aug - 2025 21 - Aug - 2025 9750 GBP
London , UK 24 - Aug - 2025 28 - Aug - 2025 4950 GBP
Madrid , Spain 24 - Aug - 2025 28 - Aug - 2025 6950 GBP
Munich , Germany 24 - Aug - 2025 28 - Aug - 2025 7900 GBP
Berlin , Germany 24 - Aug - 2025 28 - Aug - 2025 7900 GBP
New York , United States 24 - Aug - 2025 28 - Aug - 2025 10900 GBP
Amsterdam , Netherlands 24 - Aug - 2025 28 - Aug - 2025 8100 GBP
Milan , Italy 24 - Aug - 2025 28 - Aug - 2025 6950 GBP
Dubai , UAE 10 - Aug - 2025 14 - Aug - 2025 4987.5 GBP
Paris , France 10 - Aug - 2025 14 - Aug - 2025 6700 GBP
Hong Kong , Hong Kong 10 - Aug - 2025 14 - Aug - 2025 8500 GBP
Tokyo , Japan 10 - Aug - 2025 14 - Aug - 2025 9750 GBP
Taipei , Taiwan 3 - Aug - 2025 7 - Aug - 2025 9300 GBP
Sydney , Australia 10 - Aug - 2025 14 - Aug - 2025 10900 GBP
Interlaken , Switzerland 10 - Aug - 2025 14 - Aug - 2025 8950 GBP
London , UK 28 - Sep - 2025 2 - Oct - 2025 4950 GBP
Madrid , Spain 28 - Sep - 2025 2 - Oct - 2025 6950 GBP
Munich , Germany 28 - Sep - 2025 2 - Oct - 2025 7900 GBP
Berlin , Germany 28 - Sep - 2025 2 - Oct - 2025 7900 GBP
New York , United States 28 - Sep - 2025 2 - Oct - 2025 10900 GBP
Amsterdam , Netherlands 28 - Sep - 2025 2 - Oct - 2025 8100 GBP
Milan , Italy 28 - Sep - 2025 2 - Oct - 2025 6950 GBP
Dubai , UAE 7 - Sep - 2025 11 - Sep - 2025 4987.5 GBP
Paris , France 7 - Sep - 2025 11 - Sep - 2025 6700 GBP
Hong Kong , Hong Kong 7 - Sep - 2025 11 - Sep - 2025 8500 GBP
Tokyo , Japan 7 - Sep - 2025 11 - Sep - 2025 9750 GBP
Kuala Lumpur , Malaysia 14 - Sep - 2025 18 - Sep - 2025 4750 GBP
Rome , Italy 14 - Sep - 2025 18 - Sep - 2025 7300 GBP
Barcelona , Spain 14 - Sep - 2025 18 - Sep - 2025 6950 GBP
Zurich , Switzerland 14 - Sep - 2025 18 - Sep - 2025 7950 GBP
Istanbul , Turkey 21 - Sep - 2025 25 - Sep - 2025 4700 GBP
Bali , Indonesia 21 - Sep - 2025 25 - Sep - 2025 8100 GBP
Singapore , Singapore 21 - Sep - 2025 25 - Sep - 2025 7500 GBP
Washington , United States 21 - Sep - 2025 25 - Sep - 2025 11000 GBP
Dubai , UAE 21 - Sep - 2025 25 - Sep - 2025 4987.5 GBP
Paris , France 21 - Sep - 2025 25 - Sep - 2025 6700 GBP
Hong Kong , Hong Kong 21 - Sep - 2025 25 - Sep - 2025 8500 GBP
Tokyo , Japan 21 - Sep - 2025 25 - Sep - 2025 9750 GBP
Dubai , UAE 28 - Sep - 2025 2 - Oct - 2025 4987.5 GBP
Paris , France 28 - Sep - 2025 2 - Oct - 2025 6700 GBP
Hong Kong , Hong Kong 28 - Sep - 2025 2 - Oct - 2025 8500 GBP
Tokyo , Japan 28 - Sep - 2025 2 - Oct - 2025 9750 GBP
Sydney , Australia 14 - Sep - 2025 18 - Sep - 2025 10900 GBP
Interlaken , Switzerland 14 - Sep - 2025 18 - Sep - 2025 8950 GBP
Taipei , Taiwan 21 - Sep - 2025 25 - Sep - 2025 9300 GBP
Istanbul , Turkey 19 - Oct - 2025 23 - Oct - 2025 4700 GBP
Bali , Indonesia 19 - Oct - 2025 23 - Oct - 2025 8100 GBP
Singapore , Singapore 19 - Oct - 2025 23 - Oct - 2025 7500 GBP
Washington , United States 19 - Oct - 2025 23 - Oct - 2025 11000 GBP
Dubai , UAE 5 - Oct - 2025 9 - Oct - 2025 4987.5 GBP
Paris , France 5 - Oct - 2025 9 - Oct - 2025 6700 GBP
Hong Kong , Hong Kong 5 - Oct - 2025 9 - Oct - 2025 8500 GBP
Tokyo , Japan 5 - Oct - 2025 9 - Oct - 2025 9750 GBP
London , UK 12 - Oct - 2025 16 - Oct - 2025 4950 GBP
Madrid , Spain 12 - Oct - 2025 16 - Oct - 2025 6950 GBP
Munich , Germany 12 - Oct - 2025 16 - Oct - 2025 7900 GBP
Berlin , Germany 12 - Oct - 2025 16 - Oct - 2025 7900 GBP
New York , United States 12 - Oct - 2025 16 - Oct - 2025 10900 GBP
Amsterdam , Netherlands 12 - Oct - 2025 16 - Oct - 2025 8100 GBP
Milan , Italy 12 - Oct - 2025 16 - Oct - 2025 6950 GBP
Taipei , Taiwan 19 - Oct - 2025 23 - Oct - 2025 9300 GBP

Course Syllabus

Introduction

This program is designed for:

Account managers, sales managers, sales people who are managing “Key Accountsâ€Â 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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