Key Account Management

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • Aug-12-2024

    Kuala Lumpur

  • Sep-09-2024

    Kuala Lumpur

  • Oct-14-2024

    Kuala Lumpur

  • Nov-11-2024

    Kuala Lumpur

  • Dec-09-2024

    Kuala Lumpur

Dates in Other Venues

  • July-22-2024

    Dubai

  • July-22-2024

    Amsterdam

  • July-29-2024

    Barcelona

  • July-29-2024

    London

  • Aug-05-2024

    London

  • Aug-05-2024

    Amsterdam

  • Aug-12-2024

    Istanbul

  • Aug-19-2024

    Paris

  • Aug-19-2024

    Singapore

  • Aug-26-2024

    Dubai

  • Aug-26-2024

    Barcelona

  • Sep-02-2024

    London

  • Sep-02-2024

    Amsterdam

  • Sep-09-2024

    Istanbul

  • Sep-16-2024

    Singapore

  • Sep-16-2024

    Paris

  • Sep-23-2024

    Amsterdam

  • Sep-23-2024

    Dubai

  • Sep-30-2024

    London

  • Sep-30-2024

    Barcelona

  • Oct-07-2024

    Amsterdam

  • Oct-07-2024

    London

  • Oct-14-2024

    Istanbul

  • Oct-21-2024

    Singapore

  • Oct-21-2024

    Paris

  • Oct-28-2024

    Dubai

  • Oct-28-2024

    Barcelona

  • Nov-04-2024

    London

  • Nov-04-2024

    Amsterdam

  • Nov-11-2024

    Istanbul

  • Nov-18-2024

    Paris

  • Nov-18-2024

    Singapore

  • Nov-25-2024

    Barcelona

  • Nov-25-2024

    Dubai

  • Dec-02-2024

    London

  • Dec-02-2024

    Amsterdam

  • Dec-09-2024

    Istanbul

  • Dec-16-2024

    Singapore

  • Dec-16-2024

    Paris

  • Dec-23-2024

    Amsterdam

  • Dec-23-2024

    Dubai

  • Dec-30-2024

    Barcelona

  • Dec-30-2024

    London

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