Key Account Management Essentials
What will I learn?
A practical and proven approach to key account management. How to improve the quality and profitability of your business, applying key account management; presented in a relevant and lively workshop for people in B2B Product and Service markets and applied to industry conditions and situations.
A thorough and practical exploration of key account management concepts, tools and models:
- Who is the customer?
- Customer classification and prioritisation
- Targeting key customers
- Identifying key accounts
- Why are key accounts special?
- Winning customer loyalty
- Sustaining customer loyalty
- Setting the competitive standard
- Organising for Key Accounts
- Managing Key Account Relations
- Managing Key Accounts for Profit
- Business Value from Customer Value
- Forecasting, planning, negotiating with Key Accounts