Key Account Management

Background :

Most markets and industries are operating in an increasingly crowded market space. Survival in today’s market place is dependent on many more elements than price alone. Key Account Management (KAM) brings a professional, structured and strategic approach to the acquisition, management, retention and development of customers. This workshop is designed to equip account and relationship managers with the skills and tools to focus and identify, develop dynamic account strategies and plans for their key account

Objectives : 

• Develop the skills and tools and implement account strategies and plans for their key accounts to create a WIN-WIN for both the organisation and the customers.
• Develop a strategic approach to managing the most important accounts.
• Focus on key activities and value adds that successful account managers must bring to their customers.

Program Outline :

• The Role of the Key Account manager
• How Managing Key Accounts Differs From Other Sales Activities
• Objectives of Key Account Management
• Stages in Key Account Management
• Future Trends in Key Account Management