Key Account Management Programme

Overview:

Key accounts are the heart of every business. How they are identified and cultivated can be the difference between a thriving enterprise and one that is struggling to survive. With the sales and marketing environment, rapidly changing companies can no longer afford to expend energy on account development without a plan or focus.  Building a quality key account strategy is the key to successful business marketing programme.

This programme will show participants how to use latest techniques to focus on accounts that are of strategic importance to their firms, manage key accounts in a meltdown economy, and learn how to develop a strategic selling plan that will save you time, money, and hassles by identifying the right account.

Programme:

• Managing key accounts for profit
• Key account planning, strategies, and control 
• Managing debt collection strategies
• Building and managing key account relationships
• Establishing strategic account partnerships
• Gaining company support for key account strategies
• Critical success factors in managing key accounts
• Criteria for selecting and classifying key accounts
• Conducting a situation analysis and developing winning key account strategies
• Managing complex sales situations and allocating resources for key accounts
• Assessing key account profitability and analysis
• Negotiation strategies for large and complex key accounts
• Key account implementation process
• Developing key account master plan
• Developing key account strategies to work with executives
• Implementing and managing global accounts

For:
Key account managers and directors; marketing managers, national and regional sales managers who are developing or leading major account success; business development managers, product managers, experienced sales people charged with growing their company’s largest account; company executives involved in supporting strategic account programmes; and managers from other areas who would benefit from a greater understanding of key account management.

Date: 6 – 10 August 2012

Fee: N 355,000

Click here to register for the Key Account Management Programme