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This plan includes
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HD Video Recorded Lectures- Learn on Mobile/PC/Tablet
- Quizzes and Real Projects
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What you'll learn?
- Advanced Skills in Acquiring and Retaining Key Customers
- Develop the Approach of 'Consultative selling' as a need of hour post Covid-19 situation
- Client and Market Mapping to Yield better results
- Practical learnings through Real Time Case Studies
- Practical and Self Tested 'Tips' on effective handling of Key Clients
Course Overview
Key account managers work with a company’s biggest (i.e., most important) customers to build long-term, strategic partnerships. This role requires a range of skills from closing sales and nurturing relationships to strategic planning and cross-functional leadership. KAMs' are bound to 'Gear Up' in this New Normal situation at earliest before they miss the 'Bus'. And losing one of those key accounts could have dire consequences for your business’s bottom line and long-term viability.
In this 'Next Generation' market, companies are quickly discovering that winning with their key customers is becoming more critical than ever. Achieving excellence in key account management has become more complex and more significant in ensuring growth excellence. This program focuses on creating a structure for account management personnel to develop a strategy to manage those critical relationships that ensure business success. This leads on to looking at the operational processes required to ensure effective account management, and good working relationships between both parties.
The course is very practical in nature, and includes exercises, that give learners the opportunity to reflect on how the subject matter relates specifically to their existing accounts. The program also provides tips and ideas to assist delegates achieve successful account management. You will be able to:
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Define the key account management’s main functions and best practices
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Recognize the importance of re-defining businesses processes to match the ever-changing market and customer requirements
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Produce clear sales and marketing differentiators to neutralize competition (value-based proposition)
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Learn techniques for increasing the penetration throughout the depth and breadth of the key accounts
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To know and identify why customer mapping and timeline mapping is important to keep the flow of the business
Pre-requisites
- You got to be working or aspiring to work as a Sales Person / Key Account Manager handling Key Accounts for your company
- Basic Knowledge of what is Key Account Sales
- Preferably, should have gone through my 'Basic' course posted on Udemy - @ Be a 'Specialist' In Key Account Acquisition and Management
Target Audience
- Key Account Managers
- Sales Managers
- Those who are in any capacity of handling big ticket clients
Curriculum 18 Lectures 01:28:57
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Section 1 : Introduction !
- Lecture 2 :
- Introduction to KAM and Its Importance
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Section 2 : The KAM Process
- Lecture 1 :
- Transition From KAM to KAP
- Lecture 2 :
- Case Study – Where did they go wrong?
- Lecture 3 :
- Case Study Discussion and Answer
- Lecture 4 :
- Preparations Before Going For KA
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Section 3 : Market Mapping And Client Acquisition
- Lecture 1 :
- Setting Objectives Before Acquiring Key Account
- Lecture 2 :
- Key Account / Prospect Mapping Quarter wise
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Section 4 : New Market Study and Development Indicators
- Lecture 1 :
- Matrix of Market Study Post Mapping
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Section 5 : Key Account Retention/ Relationship Strategies
- Lecture 1 :
- 3X3 Matrix of Key Account Retention/ Relationship Strategies - Do's and Dont's
- Lecture 2 :
- Designate Key Account Review Committee
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Section 6 : Case Study - ABB & Caterpllar Case (Drawn from Google)
- Lecture 1 :
- Case Study - ABB & Caterpillar Case of G.A.M. Clash
- Lecture 2 :
- Discussion on Case Study - ABB & Caterpillar Case of G.A.M. Clash
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Section 7 : E.R.V. vs. N.C.A. - Maintain the Ratio Judiciously
- Lecture 1 :
- E.R.V. vs. N.C.A. - Meaning & Importance
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Section 8 : Appetite for Eating the 'WHOLE' Pie!
- Lecture 1 :
- Practical Tip on eating in to competitor's share in market
- Lecture 2 :
- Conclusion - Ultimate Aim of KAM
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Section 9 : Quiz & Conclusion
- Lecture 1 :
- Final Quiz
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Section 10 : Summary and Closure
- Lecture 1 :
- Summary and Closure
Our learners work at
Frequently Asked Questions
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