Key Account Management

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • Jan-20-2025

    Kuala Lumpur

  • Feb-17-2025

    Kuala Lumpur

  • Mar-17-2025

    Kuala Lumpur

  • Apr-21-2025

    Kuala Lumpur

  • May-19-2025

    Kuala Lumpur

  • June-16-2025

    Kuala Lumpur

  • July-21-2025

    Kuala Lumpur

  • Aug-18-2025

    Kuala Lumpur

  • Sep-15-2025

    Kuala Lumpur

  • Oct-20-2025

    Kuala Lumpur

  • Nov-17-2025

    Kuala Lumpur

  • Dec-15-2025

    Kuala Lumpur

Dates in Other Venues

  • Dec-16-2024

    Paris

  • Dec-16-2024

    Singapore

  • Dec-23-2024

    Dubai

  • Dec-23-2024

    Amsterdam

  • Dec-30-2024

    Barcelona

  • Dec-30-2024

    London

  • Jan-06-2025

    Amsterdam

  • Jan-06-2025

    London

  • Jan-13-2025

    Dubai

  • Jan-13-2025

    Barcelona

  • Jan-20-2025

    Istanbul

  • Jan-27-2025

    Singapore

  • Jan-27-2025

    Paris

  • Feb-03-2025

    London

  • Feb-03-2025

    Amsterdam

  • Feb-10-2025

    Dubai

  • Feb-10-2025

    Barcelona

  • Feb-17-2025

    Istanbul

  • Feb-24-2025

    Singapore

  • Feb-24-2025

    Paris

  • Mar-03-2025

    London

  • Mar-03-2025

    Amsterdam

  • Mar-10-2025

    Dubai

  • Mar-10-2025

    Barcelona

  • Mar-17-2025

    Istanbul

  • Mar-24-2025

    Singapore

  • Mar-24-2025

    Paris

  • Apr-07-2025

    London

  • Apr-07-2025

    Amsterdam

  • Apr-14-2025

    Dubai

  • Apr-14-2025

    Barcelona

  • Apr-21-2025

    Istanbul

  • Apr-28-2025

    Paris

  • Apr-28-2025

    Singapore

  • May-05-2025

    London

  • May-05-2025

    Amsterdam

  • May-12-2025

    Barcelona

  • May-12-2025

    Dubai

  • May-19-2025

    Istanbul

  • May-26-2025

    Singapore

  • May-26-2025

    Paris

  • June-02-2025

    Amsterdam

  • June-02-2025

    London

  • June-09-2025

    Barcelona

  • June-09-2025

    Dubai

  • June-16-2025

    Istanbul

  • June-23-2025

    Singapore

  • June-30-2025

    London

  • June-30-2025

    Paris

  • June-30-2025

    Amsterdam

  • July-07-2025

    London

  • July-07-2025

    Amsterdam

  • July-14-2025

    Dubai

  • July-14-2025

    Barcelona

  • July-21-2025

    Istanbul

  • July-28-2025

    Paris

  • July-28-2025

    Singapore

  • Aug-04-2025

    Amsterdam

  • Aug-04-2025

    London

  • Aug-11-2025

    Dubai

  • Aug-11-2025

    Barcelona

  • Aug-18-2025

    Istanbul

  • Aug-25-2025

    Paris

  • Aug-25-2025

    Singapore

  • Sep-01-2025

    London

  • Sep-01-2025

    Amsterdam

  • Sep-08-2025

    Dubai

  • Sep-08-2025

    Barcelona

  • Sep-15-2025

    Istanbul

  • Sep-22-2025

    Singapore

  • Sep-29-2025

    London

  • Sep-29-2025

    Amsterdam

  • Sep-29-2025

    Paris

  • Oct-06-2025

    London

  • Oct-06-2025

    Amsterdam

  • Oct-13-2025

    Dubai

  • Oct-13-2025

    Barcelona

  • Oct-20-2025

    Istanbul

  • Oct-27-2025

    Paris

  • Oct-27-2025

    Singapore

  • Nov-03-2025

    London

  • Nov-03-2025

    Amsterdam

  • Nov-10-2025

    Dubai

  • Nov-10-2025

    Barcelona

  • Nov-17-2025

    Istanbul

  • Nov-24-2025

    Paris

  • Nov-24-2025

    Singapore

  • Dec-01-2025

    London

  • Dec-01-2025

    Amsterdam

  • Dec-08-2025

    Dubai

  • Dec-08-2025

    Barcelona

  • Dec-15-2025

    Istanbul

  • Dec-22-2025

    Singapore

  • Dec-29-2025

    London

  • Dec-29-2025

    Amsterdam

  • Dec-29-2025

    Paris

Course Details

Course Outline

5 days course

 

What is Key Account Management (KAM)?
 
  • Explaining Key Account Strategy

  • Developing a Key Account Management (KAM) Strategy

  • Why do it?

  • What is involved?

  • Who is involved?

  • How do we execute a Key Account Management (KAM) strategy?

  • Pitfalls and Traps to Avoid

 

Account analysis: defining and selecting KA
 
  • KAM: best-practice actions

  • Account analysis insights

  • Account analysis methods

    • The single factor models

    • The portfolio models

    • The decision models

  • Important 'KPIs' for KA qualification

    • Computing the cost per call

    • Break-even sales volume

    • Result based simulation

 

Understanding our Key Accounts, How they work and what they really want 
 
  • Account Segmentation

  • Understanding the Customer’s Decision-making Process

  • Understand What Drives the Customer

  • How to Build Compelling Value Propositions for Each Type

  • Understanding the Customer’s Internal Politics and How to Harness Them

  • Understanding the Macro-environment and How It Affects Each Customer

  • How to Be Persuasive

  • How to Develop Compelling Customer Propositions

 

Leading a Key Account Management (KAM) Team and Leading Ourselves 
 
  • The Competencies and Characteristics of Great Key Account Managers

  • The Skills Required to Manage Key and Global Accounts

  • Recruiting Great Key Account Managers

  • Personality Types of Great Key Account Managers

  • Coaching and Mentoring Key Account Managers

  • Communication and Persuasion Skills for Key Accounts

  • Consultative Selling Skills

 

Implementing Your Key Account Management (KAM) Strategy 
 
  • Building Trust

  • Using Social Media in Each Segment

  • Resourcing for Key Account Management (KAM)

  • Account Objective Setting

  • Putting Your Key Account Management (KAM) Plan Together

Course Video