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PR & Customer Service


Key Account Management: Establishing Profitable Customer Relationships


REF: R5025  DATES: 25 - 29 Mar 2018  VENUE: Amman (Jordan)-Vip Business Center  FEE: 2500 

Overview:

Program Objectives:

By the end of the program, participants will be able to:

  • Improve margins and keep more profit.
  • Prioritize efforts for maximum results.
  • Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
  • Lead the buying process and close more sales.
  • Maximize human capital utilization.
  • Identify, evaluate and prioritize opportunities for business and relationship development.

 

This Program is designed for:

Account managers, sales managers, sales people who are managing Key Accounts or have limited experience in managing accounts customers in a Business to Business environment. This program is worth 25 NASBA CPEs.

Note: Fundamental sales skills are assumed and will not be covered on this course.

Program Outline:

Key Account Management

  • What is a Key Account?
  • Who Makes the Rules for Qualifying Key Accounts?
  • Overview of Key Account Management: Business Perspectives and Trends; Customer Expectations; Profitable Growth Strategies

Account Analysis, A Necessary Step Towards Defining and Selecting KA

  • The Single-Factor Models
  • The Portfolio Models
  • The CALLPLAN Model
  • Cost per Call and Break-Even Sales Volume Computation
  • Selection Criteria and Measuring Attractiveness
  • Use of Resources versus Cost to Serve

The Key Account Relational Development Model

  • The Pre Relationship Stage
  • The Early Relationship Stage
  • The Mid Relationship Stage
  • The Partnership Relationship Stage
  • The Synergetic Relationship Stage
 

The Account Planning Process

  • The Account Planning Process Criteria
  • Analyze the Customer, Past Business, and Competition
  • The Competitive Analysis Matrix
  • The Customer Expectation Benchmark Matrix
  • Developing Account Strategies
  • Use of SWOT and TOWS Analysis
  • Strategy Development Tools

The Critical Role of Key Account Managers

  • Understanding the Role and Responsibilities of KAMs
  • Building and Leading Effective Key Account Teams
  • Maximizing Sales through Effective Negotiation
  • Negotiation Skills and Tactics
  • Building Long-Term Customer Relationships and Trust
  • Understanding the Importance of the Customer Service Function in KAM
  • Relationship Selling: Rethinking the KA Sales Force
  • Performance Challenges and Measurement Criteria

 

COURSE DATES
25 - 29 Mar 2018
COURSE REF
R5025
VENUE
Amman (Jordan)
Address
Vip Business Center
COURSE FEE
2500 

Vip Business Center

Vip Business Center

COURSE REF: R5025

Key Account Management: Establishing Profitable Customer Relationships

Amman (Jordan)

COURSE DATES: 25 - 29 Mar 2018
Address: Vip Business Center
COURSE FEE: 2500 

BOOKING INQUIRY
 

Contact Us


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Phone: +905397472269

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Phone: +971544558902
Lebanon
Phone: +96181746278

Email: training@euro-training.net
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