Key Account Selling and Management
Date:
23 February 2023 to 24 February 2023
25 May 2023 to 26 May 2023
Why You Should Attend
Today’s clients are becoming more demanding and complex in the dynamic changing marketplace. High performing organizations are aware of the increasing importance of key accounts management (KAM) to penetrate partners’/customers accounts and to build stronger strategic alliances for business sustainability. In short, key account management is a practical way to achieve companies’ competitive advantage for long-term success.
This workshop provides key account management framework, process and tools for you to engage with the key accounts on a strategic level to build a profitable and sustainable relationship. You will learn planning, selecting the accounts (new or existing), conducting SWOT analysis for each key account, developing key management skills and using tools/worksheets for developing strategy and techniques that map to the seller and buyer organizational characteristics and operational behaviors.
What Benefits YOU Get
- Develop capability through adopting KAM framework, process and tools
- Enhance the knowledge and skills in managing key accounts
- Increase share of customer, rate of customer retention and revenue growth
What YOU will Learn
- Contrast sales approach versus key account Management
- Understand the benefits, key success factors and best practices of KAM
- Develop the characteristics and skills of a Key Account Manager
- Plan and select key account through key account analysis
- Understand key account’s market, customers and competition
- Recognize the value creation approach in a buy-sell relationship
- Penetrate key account to optimize business opportunities
- Adapt to key account’s stakeholders, power and personality
- Collaborate effectively with key account partners for deeper relationships
- Apply useful tools and tactics to develop key account objectives, strategies and actions
Who Should Attend
- Senior sales professionals and account managers
How YOU will Learn
All participants will be involved actively in the key account process for building KAM action plan as take away. Participants will be using a set of worksheets/matrixes/templates in the key account planning process. The learning activities include
- interactive discussions and presentations,
- skills-building exercises,
- simulation/workplace case studies
Group size: 12 to 16 persons
Course Duration:2 days, 9:00- 5:00 pm
