Key Account Management (Basic)

Relationship & Sales Strategies & Process (Basic)

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Last Updated: 2022-04-25 11:04:51 English Course Type: Self Learning

Develop the Approach of 'Consultative selling' as a need of hour post Covid-19 situation
Learn how to grow your sales volumes and Key Account business quickly and effectively specially in the era of 'Post - Covid' situation
Develop strategies for managing “Difficult” and “Demanding” client behaviour
How to set various Objectives to deal with various Key Accounts
Develop necessary skills and qualities needed by a 'Key Account Manager'

If you have recognised that a small number of customers are responsible for a large volume of your business (and this does apply to most businesses!), then you should be focusing on ‘locking them in’. Specially, post COVID -19 siutation, Key accounts have not only become your most valued clientele, but are also the accounts most likely targeted by your competition. Therefore, it is of significant importance to continuously advance one’s skills in developing and managing key accounts, to ensure you can retain your most important clients and simultaneously maintain your organisation’s long term viability. By the end of the course, you will Learn:

1. Definition of Key Accounts and their characteristics

2. Difference between Transactional selling and Key Account Selling

3. Selection criteria of Key Accounts on Quantitative and Qualitative aspects

4. Setting Objectives before acquiring key accounts

5. Maintaining the Tag of 'Key Account' on the basis of their status through various categories

6. Few practical tips for the retention of key accounts for long term success

This basic program will give Key Account Managers, the opportunity to practice, refine and build their skills and learn to effectively implement KAM principles in target accounts.

My series of programs will help managers to develop the ability to manage complex business situations in uncertain or ambiguous environments, break away from functional focus and develop a more inclusive attitude, integrate cross-functional objectives to generate innovative solutions that benefit the organization as a whole, and build a global business, general management programs for you.

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

Key Account Managers
Sales Managers
Those who are in any capacity of handling big ticket clients
And those who want to add something new to their knowledge bank

Section 1 : Introduction to KAM 2 Lectures 00:06:44
Lecture 1 :
Welcome to the course ! Preview
Lecture 2 :
Introduction to KAM and Its Importance
Section 2 : Difference Between Transactional Selling and KAM 1 Lectures 00:02:43
Lecture 1 :
Key Difference Between Transactional Selling and KAM
Section 3 : Case Let - The Plan to Begin 2 Lectures 00:06:10
Lecture 1 :
Case Introduction - The Plan To Begin
Lecture 2 :
Case Answers
Section 4 : WHY SELECTION IS IMPORTANT? 2 Lectures 00:06:40
Lecture 1 :
KAM Selection Factors
Lecture 2 :
Selection on Quantitative and Qualitative Factors
Section 5 : Case Study 2 Lectures 00:09:45
Lecture 1 :
Case Study - The Helpless Anil
Lecture 2 :
Preparations Before Going For Key Account Acquisition
Section 6 : Setting Objectives Before Acquiring Key Account 2 Lectures 00:08:36
Lecture 1 :
2 X 2 matrix of Objectives (Inferred from Igor Ansoff's model)
Lecture 2 :
Activity - Attribute relevant objective to your current Key accounts
Section 7 : Categorizing Key Customers 2 Lectures 00:07:53
Lecture 1 :
Categorizing Key Customers based on a 4 Quadrant Model
Lecture 2 :
Activity - Categorise your key clients based on taught model in given format
Section 8 : Concept of Moment of Truth for Key Client Satisfaction 3 Lectures 00:15:00
Lecture 1 :
Moment of Truth Concept in detail as coined by Jan Carlzon Former CEO of SAS
Lecture 2 :
One tip on how to increase Loyalty of your Key Clients
Lecture 3 :
3 Questions for Self Assessment of Performance
Section 9 : How to Professionally Say 'No' to the Customer 1 Lectures 00:14:37
Lecture 1 :
4 Strategies of saying 'NO' professionally
Section 10 : Skills and Qualities expected from Key Account Managers in this 'New Normal' 2 Lectures 00:14:08
Lecture 1 :
Skills & Qualities to be developed
Lecture 2 :
Consolidated List of 'Challenges' in Achieving KAM Excellence
Section 11 : Master Quiz; Conclusion & Closure 2 Lectures 00:02:05
Lecture 1 :
MASTER QUIZ
Lecture 2 :
Summary & Closure

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Dr. Abhishek Tiwari,

226705 Course Views

4 Courses

Passion and Quality in work is the key to a successful professional. As a trainer, this is of prime importance to me. A knowledgeable Soft Skills International Trainer having a sound understanding of needed traits for workplace success and a strong ability to train employees in improving those characteristics. A management graduate from Kirloskar Institute of Management with 16 years of total work experience with 10 years in Training & Development. Have served as Regional Training Manager (Delhi) in ICICI Bank Ltd. A renowned International trainer who has also authored couple of books on sales. I have conducted more than 1500 classroom sessions so far and have trained more than 25,000 professionals on various business management topics. On various soft skills and behavioural topics, I have conducted training programs for 215 different companies in 22 different sectors of corporate world in countires like India, Dubai, Oman, Bhutan and Nepal. I am a double PhD. holder and have also done PGDM in Marketing.