Objectives
The Key Account Management workshop is ideal for key account managers, sales managers, business development managers and anyone responsible for managing and growing business from key clients, whilst protecting them from competitor threats.
Duration & Attendees
1 DAY
Number of delegates: 6
This course involves role plays.
Agenda
- Define Key Accounts
- Objectives, Skills & Qualities of a KAM
- KAM process
- Criteria for selection of KAs
- Different types of accounts
- Strategies for different accounts
- Ladder customer loyalty
- Getting inside the customer's head / pre-work
- Influencers
- Buyer's role
- Tools to manage strategy
- Selling added value - differentiation of what you offer
- Selling to personal and organisational needs
- Starting a personal KAM plan
