Key-Account Management
2-day in-company sales training course
Today, key account management has become a "must" in large sales organizations, but too often nothing distinguishes a "key account manager" from a simple sales rep... except his business card. No wonder!
This sales training provides the method and the specific tools for a true key account management in your company.
- Understand Key Account Management (KAM) and the changes it entails.
- Set up or strengthen the KAM organization.
- Clarify the behaviors and skills needed
- Clarify the roles and methods of key-account managers
- Create or improve the tools needed for KAM
- Key Account Managers
- Sales people
- Sales Managers
- 12 participants max.
- A good command of sales techniques
What is key account management?
- Differences with the usual management of a 'normal' client
- The 4 types of key account management, the best choice for you
- Consequences in terms of organisation and teamwork
- Skills to develop for an effective Key Account Management
Identification of key accounts
- Definition and selection criteria
Measuring key accounts
- What to measure and why (7 examples)
- With which tool
Networking within the key account
- Mapping key contacts
- Understand the role, objectives, needs and motivations of each in the customer-supplier relationship
- Develop the right 'contact strategy ·Using the right communication and negotiation style
- The differences with 'purchasing’
- 10 rules to follow with procurement
- The criteria for a realistic and effective strategy
- The need for a key account management plan: the KAP
- Determining the best strategy in teamwork
- Limited reminders of sales techniques
- Facilitation of working groups to build each step of the process
- Inductive facilitation to encourage active participation
- Taking into account the contributions of "experts" (product managers and successful salespeople) in the modelling Training (role-playing) for each stage of the process
- Personal action plan
