Key Account Management
Account Management is the process of maximizing the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future. It is a strategic planning approach that goes beyond traditional selling to tackle today's customer issues. It reaches inside both seller and buyer organizations, so it’s undoubtedly more complex and more difficult than simple sales activity.
Key account management helps companies gain the status of strategic rather than commodity supplier to their major customers, guarding margins and improving security of retention. Retaining 5% more customers boosts profits between 25% and 85%. 20% of customers generally produce 80% of revenues, so losing such key accounts is expensive and damaging to the bottom line. Proper key account management maximizes the chance of keeping these key accounts.
Key Account Management Training Program can be offered to Corporate Clients, SMEs, Colleges and Private and Public establishments across India. All our programs are customized to suit the participants’ training needs. A detailed Training Design Document will be sent before the implementation of this training program.
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Key Learning Points:
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Relationship Management
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Manage the key account Sales Process
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Proposals and Discussion Documents
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Key Account Planning
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Understanding the Marketing Process
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Consultative Selling in Key Account Management
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Plan and implement retention strategies
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Ideal/Useful for:
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• Key account executives
• Key account managers
• Senior Sales Employees
• Employees who are progressing into a key account management role for the first time
• Employees those who have limited experience in managing accounts
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Learning Areas:
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• Develop a strategic approach to account management and customer relationships
• Construct and implement profitable long-term account plans
• Gain a better understanding of your customers' needs and expectations
• Enhance the ability to influence, persuade and negotiate with key decision makers
• Build stronger value-added customer relationships leading to increased revenues
• Create support processes that fulfill customer expectations and facilitate best practice key account management
• Increasing account revenue and profitability
• Plan and implement growth strategies
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Training Locations:
We have offered Corporate Training Solutions across India including cities like Bangalore, Chennai, Mumbai, New Delhi (+ Gurgaon, Ghaziabad, Faridabad and Noida), Kolkatta, Hyderabad, Trivandrum, Cochin, Coimbatore, Pondicherry (Pondy), Goa, Vijayawada, Vizag, Vishakapatnam, Rajamudry, Belgaum, Mysore, Padubidri, Mangalore, Chitradurga, Hospet, Nagarcoil, Tirunelveli, Chandigarh, Karnal, Lucknow, Meerut, Ahmadabad, Baroda, Rajkot, Pune, Lonavla, Jaipur, Dewas, Indoor, Bhopal, Bhubaneswar, Gawahati and Raipur.
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Advanced Selling Skills