The Workshop Mission
On completion of this workshop the participants should be able to effectively establish and manage KEY ACCOUNTS with a wide range of customers.
Program Objective
- To deeply value the benefits of KAM on a company’s bottom-line.
- Identify how KAM creates value for organisations and customers
- Analyse and identify different developmental roles that have great impact on KAM
- Designing KAM Strategy and Its implementation.
- Customer Value proposition
- Understanding the impact on Customer profitability and vis a vis on Organization.
Workshop Learning
This training module tries to explain:
- Concept of Key Account Management (KAM)
- Factors leading to importance of this emerging concept
- Criteria to determine key accounts from customer base
- Benefits to both buyers and sellers agreeing to practice it
- Stages of KAM relationship
- Conditions under which power lies with buyer or seller
- Key success factors
- Relevance to B2B Sales.
Workshop Beneficiaries/Key Learning Benefits
- Greatly enhanced Customer Relationship Management skills
- Enhanced orientation of respect for the customer
- Amazing service spirit is created
- Maintaining long term client relationship
- Deliver better, faster and superior service
- Better manage customers expectations
What is Key Account Management
Definition: Key Account Management
- What is KAM
Basics of Key Account Management
- Need Analysis
- Account Mapping
- Consultative Selling
- Negotiation
- Relationship Management
Need Analysis & Account Mapping
Need Analysis
Customer Pain Area vs. Pricing
Account Mapping
- Gain Entry
- Organizational Hierarchy
- Focus of Power
Account Management Strategy
Account Management Strategy
Prioritizing Customers
Key Customers Management
- Understanding Your Customers
- Stakeholder Management
- REED – ODPEC Relationship
Winning Against Competition
- Types of Competition in B2B Situations
- Changing Competition Activity
- Beyond Needs…Decision Guidelines
- Influencing Decision Guidelines
Workshop Methodology
The methodology is based on interactive learning, i.e. learners will learn by doing.
Furthermore learners will use examples from their own organisations, thus ensuring that the learning is anchored at their workplace.
Role plays and interactive experiential sessions will ensure that the learning stays anchored back at the workplace.
We strive to effect actual change back at the workplace through effective and practical outcomes based training.
Power Point presentations will be made with interactive sessions and creative brainstorming session.
Duration : Two Full Days
Batch Size : 25 members per batch
Fees:
- Regular: 8000.00 BDT (2days) – including lunch & snacks
- Early Bird Registration: 20% Discount
Venue: Gulshan,Dhaka
Contact: 01880085402-04, 01515293080, 01772803803
This course can help you learn about: ??
- Understand training eco-system
- Competency assessment and action plan development
- Adult learning principles and learning styles
- Learning domains and roles of trainer
- Training Cycle Management (TCM)
Resource Person