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KEY ACCOUNTS MANAGEMENT

Many organizations make the mistake of simply moving their best sales people into key account manager roles. That’s a mistake, because KAM is about changing the way people work — it is not just a sales technique. Converting the best sales people into key account managers might mean as a bunch of people into a role they are not really comfortable with, and subsequently we just lost your best sales people as a result. In fact, there are technical people and project managers who can make great KAMs. We need to analyse that what are the skillsets the role requires - a broad range of skills, including financial, consultative, planning, interpersonal and influencing skills and then pick the right person for the role and then impart adequate training to them so that they evolve as a successful Key Accounts Managers.

  • Account Management

  • The profile of a key accounts

  • Selling and account management - the difference

  • Account manager - your role and responsibilities prioritising - Who are the key accounts?

  • Research your customers profile and position

  • Investment versus return - get your priorities right

  • Assess your strengths, weaknesses and unique advantages

  • Planning a Key Account Strategy

  • Be clear about the potential of each account

  • How to develop a key account over the long-term

  • Recognising threats and dealing with them

  • Setting specific goals and objectives for each meeting

  • Relationship Management

  • Understanding the organisational structure of your account

  • Influencing and negotiating with multiple contacts

  • Networking within your account

  • From Relationship to Partnership

  • Strengthening the relationship through regular contact

  • Alliances across an organisation to maintain preferred supplier status

  • Constructing strategic service level agreements

  • Teamwork to Support Key Accounts

  • Planning how to support your key accounts

  • Identifying and overcoming internal barriers that prevent quality support

  • Ensuring all support staff play a key role in servicing your major accounts

  • What to expect of customer service staff

  • Motivating staff within a positive team culture

Highlights & Benefits to Students

Extensive Classroom Training


7 days (35 hrs.) Get trained by experts with interactive learning.

Comprehensive study notes


Download complete course material for future reference and to understand concepts better.

Case Study Approach


Appreciate the concepts by working on case studies derived from real-life situations.

Certification


Knowledge talks will offer Certified Completion Certificate

24x7 Online Access


24x7 Online Access* to Course Material (Presentations, etc.)

Doubt Solving By Experts


Write to us and get your doubts solved by our experts within 2 business days. You can also initiate a discussion by posting it on active forums.


Key Accounts Management Highlights

  • 7 Days Classroom Training (35 Hrs)



  • Day wise Topic Access Materials & Downloadable Materials

  • Lecture Handout



  • 24*7 Access to Online Materials

  • Industry specific Workbook & practice



  • Certificate of Participation/Exemplary performance

  • Case Studies Sessions



  • Group Problem solving Techniques

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