/  Key Account Management
Pay Attention Please ! The course location "Boulevard Sheikh Mohammed Bin Rashid" is subject to availability . We may change the course location if there is no availability and we will let you know about the location changing directly if it changes. The exact course time will be clear before one week prior to course start date.
BMC Training provides on 20 Jan 2019 Key Account Management course [PR , Customer Services , Sales and Marketing] in Dubai,UAE

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

Course Details
  • Code PRC7
  • TIME    08:00 AM - 11:15 AM
  • DATE    Jan 20 2019 - Jan 24 2019
  • Dubai , Boulevard Sheikh Mohammed Bin Rashid
  • +44 2087206971
  • Support@bmc.net

Fees Per Person

3700 GBP + VAT
Register Now Send an Enquiry Download PDF Brochure Other Dates

Courses Search

Recent Posts

Connect with us

IFRS Preparation. (5 Days)Available in London - Dubai - Istanbul - Kuala Lumpur

Join our Civil and Construction Engineering Training Courses , Electrical and Power Engineering Training Courses and Facilities Management Training

Technical Training Courses

Newsletter