/  Key Account Management
All courses in Hong Kong have been cancelled .
BMC Training provides on 8 Mar 2020 Key Account Management course [PR , Customer Services , Sales and Marketing] in Hong Kong,Hong Kong

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



Related Training Courses

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Course Details
  • Code PRC7
  • TIME    08:00 AM - 11:15 AM
  • DATE    Mar 8 2020 - Mar 12 2020
  • Hong Kong , Sheraton Hong Kong
  • +44 2087206971
  • Support@bmc.net

Fees Per Person

7000 GBP + VAT
Other Dates

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