Key Account Management: Prioritise and Create a Profitable Environment
Course Info
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Course Details
Introduction
Objective
Who should attend
The world changes and the sales environment is rapidly changing too. We need to identify, develop and deliver new methods so we are ready to face sales characterised by complexity, long cycles and high demand.
KAM is actually an approach to develop long term relationship with strategically important customers to optimize value and achieve mutually beneficial goals. These customers account for a significant volume of business and profit and hence require attention, effort, time and resources to grow and retain.
Through Key Account Management: Prioritise and Create a Profitable Environment training course you will have a better understanding of the latest thinking in key account and customer relationship strategy and customer segmentation for companies and individuals who would like to make a difference in this competitive and fast-changing world.
Course Outline
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.
The Critical Role of Key Account Managers
- Comprehending 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.
