Participant Profile

Key account managers, sales managers,
marketing managers, customer service
managers, customer relationship
managers, members of cross functional
teams

Objective

Understand and follow the strategic
process of key account management
Acquire and retain a profitable and
sustainable business partnership
with your key accounts

Outline

Classifying and selecting key accounts
Analyzing the requirements of key
accounts
Developing a strategic plan for key
account management

Category management

Can it be used in different
industries?
Customer relationship management
The different stages of relationship
development

The process of key account management

Situation review
Opportunity assessment
Strategic direction
Business value
Monitoring, communication

Method

Presentations, group work, case
studies, simulation exercises
 

Duration: 3 days