Key Account Management (KAM) is about managing your client’s relationship more effectively and successfully with them. Key Account Management go beyond traditional selling, and it requires strategic planning to handle and manage your key customers.
The Key Account Management role is so important for any organizational success or failure. Key Account Management is required as they begin to realize that their sales revenue is relatively higher when it comes to long term relationships selling together with a deeper understanding of the customer requirements. Finding the correct strategy for each and aligning strategy, tactics and resources accordingly is at the heart of Key Account Management.
In today’s market, the KAM role is getting more and more complex, and is also difficult to manage compare to regular sales activities. As you are aware, the business stakes are high, and we have very powerful customers who have high expectation from their supplier. The Key Account Managers are required to equip all the necessary skills to sell and to manage the customer more effectively
This program focuses on creating a structure for account management personnel to develop a strategy to manage the critical customer relationships that ensure business success. This leads on to examining the operational processes required for effective account management and good working relationships between both parties. Techniques for increasing the penetration throughout the depth and breadth of the account are covered. In addition, the key issues of handling meetings, negotiations, building buyer needs, and understanding the emotional influencers which motivate people to buy, are also examined and discussed.This program provides tips and ideas to assist delegates achieve successful high value account management.
Program Outline ( 2 Days )
Module 1: KAM Overview
Module 2: Customer Engagement
Module 3: Account Planning Process
Module 4: Negotiation Planning
Module 5: Leading a Key Account Management Team
Module 6: In Store Execution & Tracking
Module 7: Customer Service Levels
Module 8: KAM Meetings, Reports & Scorecard
Course Summary – Developing your Action Plan
Online synchronous interactive classes, Course notes, Videos, Learning Assessments
Who should attend:
This KAM training are for those who are responsible for managing key customer accounts, or aspires to develop into a key account role, will definitely benefit from this training program. Other key Managers from other disciplines who are responsible for liaising with key customers as part of an account management team, New Business Development Professionals, Sales Managers, Marketing Managers and Key Account Support team will also benefit from attending this KAM training program
Requirements: Computer with strong internet connection, webcam, microphone and Microsoft Teams video conferencing platform.
When is the Class ?
Date : Refer to schedule 👉
Time : 9:00am - 5:00pm (GMT+8)