Contact Us: +905397472269   -   +905373777978     Email: training@euro-training.net    Download Brochures
COURSE FINDER
LikeLike this course(24)PrintPrint E-mailSend to a friend
BOOKING INQUIRY PDF

PR & Customer Service


Key Account Management: Establishing Profitable Customer Relationships


REF: R5025  DATES: 5 - 9 May 2019  VENUE: Geneva (Switzerland)  FEE: 4500 

Overview:

Conference Objectives:

By the end of the conference , 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 conference 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.

Conference 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
5 - 9 May 2019
COURSE REF
R5025
VENUE
Geneva (Switzerland)
COURSE FEE
4500 

COURSE REF: R5025

Key Account Management: Establishing Profitable Customer Relationships

Geneva (Switzerland)

COURSE DATES: 5 - 9 May 2019
COURSE FEE: 4500 

BOOKING INQUIRY
 

Contact Us


Istanbul, Turkey
Phone: +905397472269

Dubai, UAE
Phone: +971544558902
Lebanon
Phone: +96181746278

Email: training@euro-training.net
Copyright Euro Training © 2011