Advanced Key Account Management and Business Development
Course Info
Length:
5 Days
Type:
In Classroom
Course Details
Introduction
Objective
Who should attend
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
5 days course
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.
