Advanced Key Account Management and Business Development
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Course Details
- Introduction
- Objective
- Who should attend
- Course Location
Key account management focuses sales resources on retaining the clients most likely to generate high levels of revenue and profitability. To do so, key account managers build a detailed understanding of their clients’ specific requirements – in turn improving the performance of their business.
This dynamic makes the client somewhat dependent on their key account manager – which helps to increase retention rates.
Advanced Key Account Management and Business Development training course, is designed as an advanced level programme for experienced sales people. Step-by-step the highly participative content provides key account managers with the modern day strategies required to make develop their businesses.
Course Outline
Key Account (KA) Management: Overview and Best Practices
- Key Account Management: An Overview.
- The New Landscape of Account Management.
- Comprehending the Buy-Sell Ladder Model.
- Key Account Analysis and Qualifying.
- The Key Account Manager as a Business Developer.
- Comprehending and Working the Customer Loyalty Ladder.
- Building Client Chemistry with F.O.R.M.
