Key Account Management_ Establishing Profitable Customer Relationships

Key Account Management: Establishing Profitable Customer Relationships 

Introduction:

This course is introduced to you by the International Academy of Human Resource Development (IAHRD). We are glad to tell you that our courses are especially designed for you by professionals and experts who have a long experience in the field.

Building quality key account strategies is the heart of successful business marketing programs. The role of the sales force in maintaining and flourishing  these relationships is vital for the firm's sustainability. The sales environment is rapidly changing. Long selling cycles, complex propositions, and high value sales increases the necessity of new methods. This seminar provides the latest updates in key account and customer relationship strategy for companies who want to differentiate their brand and service by value-added elements tailored to customized solutions for key customers. As Eva Chen said 'Build a lifestyle around your brand, and the audience will follow!'  

Objectives:

 By the end of the program, participants will be able to:

1. Improve margins and bring in more profit .
2. Maximize and prioritize efforts for superior results .
3. Establish  a well-designed sales plan for each strategic key account to fully satisfy clients' needs and maximize customer value .
4. Lead the buying process to  increase sales and profits .
5. Boost utilization of  human capital  .
6. Identify, evaluate and prioritize opportunities for business and relationships development. 
7. Better  define their key account management and customer relationship programs .
8. Better allocate their Sales efforts to match customer needs  which the customer is willing to pay for.
9. Help Participants Develop Better Targets For Their Key/Strategic Accounts and understanding of the resources levels that should be allocated to these accounts .
10. Provide participants with tools to design key account and customer relationship building strategies.

  Contents:

Module 1:

1. The rapid change of the sales environment.
2. Price/Quality pressures.

3. Customer expectations.

4. The benefits of key account management.

Module 2:

1. Marketing and selling.

2. Building sales value for all customer levels.

3. Different tasks needs different skills (Partnering, Negotiations, Identifying Account Desires) Creative approaches to key account management.

1. Module 3:

1. The importance of partnering right: Relationship Assessment Managing Complex Sales Situations.
2. Partnering with key accounts.
3. Key account planning strategies and control.
4. Measuring Customer-Lifetime value.

Module 4:

1. Technology and communication in account management.
2. Customer Relationship Management Tools: Opportunity Planning.
3. Managing the long selling cycle, complex, high relationship.
4. Case Study.

Module 5:

1. Personal relationships and account management.
2. Company-To-Company relationships.
3. Case Study.
4. Developing the key account Master Plan

5. Increasing key account program effectiveness
6.  Account Selection And Classification.


1. Resource allocation by type of account.

1. Audit Checklist

  Who should attend?

1. Key Account managers.
2. Sales  managers
3. For any manager responsible for determining the criteria for developing a Key/Strategic account program in which customers should be included in that program.

1. All Decision-Makers involved in supporting Key/Strategic account programs/
2. Customer Relation Managers can extremely benefit from attending this seminar.