KEY ACCOUNT MANAGEMENT

Kingshuk Bhadury Training Consultancy

                             Specialist in Behavioral & Soft Skills Training

 

 

The objective of the training is to develop skills of Key Account Managers- based on relationship selling concepts and profiling key customers in a B2B scenario.

 

“Key Account Management is the process of maximising the return on

your investment in a customer by defining and actioning

appropriate plans that will enable you to build on the present, to

manage the future "

 

This workshop is designed to help you develop the knowledge and the skills required to maximize your performance and productivity as a Key Account Manager. At the end of the workshop, you will be better able to develop strategic and technical plans, manage decision-makers and influencers from both organizations and initiate positive change.

 

Workshop Contents:

Module 1 The Role of the Key Account Manager

· What do you wish to achieve?

· Sales Myths and functional fantasies

· Setting Workshop objectives – from a list of objectives

· Defining the role and responsibilities of a key account manager

· Differentiating account management from selling

· Assessing your strengths, weaknesses and unique advantages as supplier

      Determining the criteria for major account status

 

Module 2 Knowing your Account

· Researching your customer’s profile for accurate positioning

· Assessing an account’s volume of business and profit potential

· Examining the organisation’s structure

      Analysing the customer's short-term and long-term buying cycles

 

Module 3 Formulating Account Strategy

· Creating an account plan, setting objectives and strategies for each account –focusing on the real needs

· Developing competitive pricing strategies

· Measuring account profitability

      Using CRM strategies to add customer value and build stronger and more loyal relationships

 

Module 4 Managing the Account

· Identifying key decision makers

· Influencing and negotiating with multiple decision makers

· Utilising ROI selling

· Producing effective proposals & sales presentations

      Setting specific goals and objectives for negotiation

 

Module 5

· Setting Goals for your Key Accounts

      Developing Your Key Account Strategy

 

 

Workshop Methodology/ Session Details

 

The 2 days Workshop is highly interactive and uses Group Work Techniques to provide a nurturing atmosphere, where innovation thrives.

Role Plays for different sales situations

Games on Planning & prioritizing

Forecasting Exercises

FBM Analysis Charts

Case Studies

Management Stories & Examples on all relevant areas

Interactive Discussions all throughout and

Presentations to evaluate the learning of participants.

accentuating performance...