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DURATION

Classroom
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Virtual
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0
Elearning
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AVAILABLE MODE

Classroom

Y

Virtual

Y

Elearning

Y

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KEY ACCOUNT MANAGEMENT

Brief Overview

Key Accounts play important role towards up-line and bottom line of any organization and Key Account Managers are the aeronauts. Key Account Management is a strategic planning approach that goes well beyond traditional selling. It reaches deep inside both the seller and buyer organizations, hence making KAM undoubtedly more complex and more challenging than simple sales activity. With Key Accounts, the stakes are very high, so they have to be managed strategically

OBJECTIVES OF PROGRAM

+Manage their accounts in a way that produces more profitable partnerships
+Develop the ability to build stronger business relationships
+Gain a clearer insight into the customers’ decision-making process
+Identify and assess the key knowledge required and the sources of information and resource that will impact on effectiveness
+Protect their accounts from competitors
+Add value to the relationship by identifying opportunities that have a positive impact on their customers’ business
+Optimize the full business potential from each account
+Build and develop account management strategies that produce real business growth

METHODOLOGY:

ILT, Critical thinking,Group Discussion, Case study, video, Role plays

Who is the course for?

+C-level Executives
+Heads of Sales & Marketing
+National Sales Managers
+Marketing Managers
+Global Account Managers
+Key Account Managers/Directors