Key Account Management: Establishing Profitable Customer Relationships

Code

SM-309

City

Jeddah

Hotel

Hotel Meeting Room

Price

2750 $

Start

2025-01-26

End

2025-01-30

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Pathways Training and consulting adopts the newest techniques of human resources Training and consulting and, with the following:

Theoretical lectures are delivered via PowerPoint and visual displays (videos and short films)
Making scientific evaluation to the trainee (before and after)
Brainstorming and role-playing
Using case studies related to the scientific material being delivered and the trainees' work.
The participants get the scientific and practical material printed and on CDs and Flash memories.
Preparing records and reports of the participants' attendance and results, with a general evaluation of the training program.
A group of the best trainers and experts in all fields and specialties professionally prepares the scientific material.
After finishing the course, the participants get certificates of attendance signed, certified, and issued by pathways Training and consulting.
Our training programs start at 9:00 o'clock in the morning and end at 2:00 in the afternoon, with snack buffet during the lectures.
Providing a lunch buffet during the training program period, with organizing a lunch party on the training program final day for taking some photos and certificate awarding.

Program Objectives:

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

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

This Program is designed for:

Account managers, sales managers, sales people who are managing Key Accounts or have limited experience in managing accounts customers in a Business to Business environment. This program is worth 25 NASBA CPEs.

Note: Fundamental sales skills are assumed and will not be covered on this course.

Program Outline:

Key Account Management

What is a Key Account?
Who Makes the Rules for Qualifying Key Accounts?
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-Factor Models
The Portfolio Models
The CALLPLAN Model
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 Pre Relationship Stage
The Early Relationship Stage
The Mid Relationship Stage
The Partnership Relationship Stage
The Synergetic Relationship Stage

The Account Planning Process

The Account Planning Process Criteria
Analyze the Customer, Past Business, and Competition
The Competitive Analysis Matrix
The Customer Expectation Benchmark Matrix
Developing Account Strategies
Use of SWOT and TOWS Analysis
Strategy Development Tools

The Critical Role of Key Account Managers

Understanding the Role and Responsibilities of KAMs
Building and Leading Effective Key Account Teams
Maximizing Sales through Effective Negotiation
Negotiation Skills and Tactics
Building Long-Term Customer Relationships and Trust
Understanding the Importance of the Customer Service Function in KAM
Relationship Selling: Rethinking the KA Sales Force
Performance Challenges and Measurement Criteria

Time Plan for the Training Program

Customer Service, Sales , Marketing Training Courses

Categoryes

Key Account Management: Establishing Profitable Customer Relationships

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

This Program is designed for:

Key Account Management

Account Analysis, A Necessary Step Towards Defining and Selecting KA

The Key Account Relational Development Model

The Account Planning Process

The Critical Role of Key Account Managers

Time Plan for the Training Program

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