Key Accounts Management: The Master Class

Key Accounts Management: The Master Class

OBJECTIVES

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

• Improve margins and keep more profit.
• Prioritize their 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.
• Improve human capital utilization.
• Identify, evaluate and prioritize opportunities for business and relationship development.

WHO SHOULD ATTEND?

Account Managers, Sales Managers, Sales people who are managing Key Account or have limited experience in managing accounts customers in a Business to Business environment. Fundamental sales skills are assumed and will not be covered on this course.

COURSE OUTLINE

Key Account Management

• What Is a Key Account?
• 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-Factors; the Portfolio; and the CALLPLAN Models
• 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 Key Account Relational Development Model

Account Planning

• The Account Planning Process
• Developing Account Strategies
• Strategy Development Tools

The Critical Role Of Key Account Managers

• Building and Leading Effective Key Account Teams
• Maximizing Sales through Effective Negotiation
• Building Long-Term Customer Relationships and Trust
• Performance Challenges and Measurement Criteria