Training Key Account Management

Introduction

This program is designed for:

Account managers, sales managers, sales people who are managing “Key Accountsâ€Â or have limited experience in managing customers in a Business to Business environment.

Objectives

• Produce better margins and make more profits.
• Devise action plans to prioritize efforts for maximum results.
• Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
• Understand the buying process and close more sales.
• Identify, evaluate and prioritize opportunities for business and relationship development.

Content

Key Account (KA) Management (KAM)

• Definition of Key Account Management
• Setting the Rules for Qualifying Key Accounts
• CRM: The Key For Managing Customer Profitability
• Linking CRM to KA Management and Customer Lifetime Value

Account Analysis: A Necessary Step Towards Defining and Selecting KA

• The Single-Factor Models
• The Portfolio Models
• The Decision Models
• Cost per Call and Break-Even Sales Volume Computation
• Selection Criteria and Measuring Attractiveness
• Use of Resources versus Cost to Serve

Key Account Relational Development Model

• Partnership Defined
• The Partnership Skill Set
• Pre Relationship Stage
• Early Relationship Stage
• Mid Relationship Stage
• Partnership Relationship Stage
• Synergetic Relationship Stage
• Reasons for Divesting Partnerships
• The KA Quiz

The Key Account Planning Process (KAP)

• Account Planning Process Criteria
• Analyzing the Customer, Past Business and Competition
• The Competitive Analysis Matrix
• The Customer Expectation Benchmark Matrix
• Developing Account Strategies
• Use of SWOT and TOWS Analyses
• Strategy Development Tools
• Template for Key Account Management Planning

The Critical Role of Key Account Managers

• Understanding the Role and Responsibilities of Key Account Managers
• Harnessing Daily To-Do-Lists to Optimize Sales Productivity
• Identifying and Working with Different Personality Styles
• Presentation Skills for Key Account Managers

TRAINING METHOD

• Group Discussions
• Group & Individual Exercises
• Presentations
• Games
• Case Studies
• Role Plays
• Self-Assessment
• Action Plan

FACILITIES

• Certificate,
• Quality Training Kit (Pencil case: Erase, Bolpoint, Pencil, Tipe X, Stabillo, Flash Disk 8 GB),
• Bag.
• Training Material (HandOut & SoftCopy)
• Convenient training facilities in stars hotel (Public Training)
• Lunch and Coffee Breaks (Public Training)
• Souvenir

Permintaan Brosur penawaran Training ( Harga, Waktu dan Tempat) silahkan Menghubungi kami.

Catatan :

• Pelatihan ini dapat di-customized sesuai kebutuhan perusahaan Anda bila diselenggarakan dalam bentuk In-House Training. Untuk permintaan In-House Trainingdengan jenis topik lainya, silahkan mengirimkan ke alamat email yang tercantum di web kami.
• Request Training. Jika anda membutuhkan informasi pelatihan yang belum tercantum pada website ini, atau anda ingin memberikan usulan materi yang sesuai dengan tingkat kebutuhan perusahaan anda, silahkan mengirimkan ke alamat emailyang tercantum.
• Bila tidak ada tanggal dan waktu atau yang tercantum sudah kadaluarsa didalam artikel mohon tanyakan kepada kami untuk jadwal terbarunya.
• Peserta bisa mengajukan Tanggal Pelatihan / Training selain yang tertera pada silabus penawaran.

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