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Today’s Key Account Manager needs a clearly defined, timely and dynamic approach to the planning process not just for the present but also especially for the future.
This program offers an insight into the key strategic and operational processes as well as the marketing principles that will enable delegates to understand the importance of getting the strategy right and achieve.
Duration of workshop is 2 days
Program Contents
Key Account Manager Skill Development
- The Role of a Successful Key Account Manager
- An Introduction to Basic Management Principles
- The Ladder of Goodwill
- Why Customers Buy - Increase/Reduce Theory
- Situational Analysis
- Preparing Your Key Account Strategy
- Strategic Thinking and Strategic Planning
- Strategic Key Account Goals
- Operational Objectives and How to Achieve Them
- Developing Initiatives
- Implementation, Planning and Account Penetration
- Closing the Gap, Individual Gap Analysis
- Stepping Stones to Implementation
- Measuring Progress Against Objectives
- Pert and Gantt Charts
- Responsibility and Involvement Matrix
- Understanding the Marketing Process
- What is marketing?
- Marketing Mix and Selling
- Some of the Key Initiatives and Principles
- Bringing It All Together in your plan
- Managing Relationships
- How and Why People are Influenced by Different Factors
- Causes of Buying Stress
- What Motivates People
- Designing and Presenting Winning Proposals
- The Benefits of a Well Managed Meeting
- A Meetings Model
- Key Roles in client meetings
- Use Your Agenda to Your Advantage
- Setting Priorities for Client Meetings
- Case Studies and Syndicate Exercises
Real reasons why you should attend:
- Select the right new and major growth customers for your business
- Identify your strategic accounts and their pressure points today
- Optimise your current accounts with joint leverage
- Implement strategies for client consolidation to better accounts
- Create new alliances with more strategic major corporations
- Develop new strategies to target potentially lucrative markets
- Use client segmentation for sustained sales optimisation
- Prepare sales engagement models and tools for this market
- Deliver highly persuasive value propositions in this market
- Master ways to add real value to your customer’s bottom line
- Open mutually advantageous relationships for business building
- Concentrate and hone your limited resources for the best returns
- Sell customers on bottom line profit improvement and support
Who Should Attend?
- Client Service Managers,
- Account Directors,
- Account Managers,
- B2B Customer Relationship Managers,
- Sales Professionals,
- Business Development Professionals,
- Key Relationship Managers,
- Supplier Relationship Managers,
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