Key Account Management
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 and negotiating with key accounts
Who should attend?
Commercial and sales managers wishing to create customer and business value through systematic and practical key account management.
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.
Key Marketing Elements
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english | 