Key Account Management هذه الدورة تدرس باللغة الإنجليزية

تفاصيل الدورة

This course will help participants to understand the various aspects of key account management which starts by putting a plan for acquiring and building the relationships with business clients. Good account management of organisations can aid differentiation among competitors. Account managers have the responsibility of understanding and employing professional account management skills for account acquisition and retention.

Objectives

Upon the completion of this course, the participant will be able to:

• Describe the Key Account Management principles (KAM) in a business context
• Clearly define the role of the Account Manager as a focal point in the organisation 
• Propose ways for forming a motivated team to fulfil KAM’s requirements
• Discuss the importance of KAM to the business
• Predict cleints’ current and future business requirements
• Develop a Key account plan that matches clients’ requirements

Target Audience

The course is beneficial to participants who are new or have experience in managing key accounts and want to develop a structured approach to growing business with their key accounts. It is also good for sales managers and everyone who has connections or is expected to have relationships with clients

Course Structure

• This course will use interactive training methods of a combination of lecturing, case studies, group discussion, exercises and video-base learning.

Program Contents

• KAM and 80/20 rule
• KAM process starts with selection 
• Analyse  your Key Account business
• Develop a strategy and manage  your Key Account
• Understand your client’s organisation
• Focus on your Value Proposition 

Skills required for KA Manager and the team to include:

• Time Management
• Marketing, Selling and Customer Service
• Motivation
• Team Formation