Key Account Selling and Management Course

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.

Learning Outcome:

• 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

CONTENT

• 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

FOR WHOM:

Sales Persons and Sales Professionals

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.

This course is available in the following locations:
Nigeria - $5000
Rwanda - $7000
UK - $8000
USA - $8000