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

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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