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Key Account Management Training

  • Training Duration:
  • 2 Days
  • Training Environment:
  • On-site at the Institution
  • In DVA Classrooms
  • Online
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About the Training

Key Account Management (KAM) is an approach aimed at effectively managing strategically important customers for businesses and building deep, long-term relationships with them. This two-day training program is designed to provide participants with a comprehensive understanding of key account management and to develop the necessary skills in this area. Throughout the training, topics such as identifying key accounts, developing relationships, offering customized solutions, and focusing on customer needs will be covered. Participants will gain insight into the strategic value that key accounts bring to the business and learn how to manage, develop, and scale these relationships. The program is enriched with theoretical knowledge, hands-on workshops, real-life case studies, and group discussions, ensuring that participants are well-prepared to apply what they’ve learned in practice.

What Will You Learn?

  • Key Customer Definition and Importance: Definition, importance, and strategic value of key customers for businesses.
  • Customer Relationship Management: Strategies for building and maintaining effective relationships with key customers.
  • Providing Customized Solutions: Understanding customer needs and developing tailored solutions to meet those needs.
  • Customer Needs Analysis: Techniques for accurately identifying and analyzing the needs of key customers. Marketing and Sales Strategies: Effective marketing and sales strategies for key customers. Performance Measurement and Management: Methods for measuring the performance of key account management and continuous improvement.

Prerequisites

  • Basic marketing and sales knowledge.
  • Fundamental understanding of customer relationship management.
  • General knowledge of business processes and strategy development.

Who Should Attend?

  • Sales Managers and Sales Representatives
  • Marketing Managers and Specialists
  • Customer Relationship Managers
  • Business Development Managers
  • Senior Executives and Decision Makers

Outline

Day 1: Foundations of Key Account Management
  • Definition and strategic importance of key account management.
  • Processes for identifying key customers.
Relationship Management
  • Strategies for developing customer relationships.
  • Communication skills and techniques for building relationships.
Day 2: Customized Solutions and Customer Needs Analysis
  • Analyzing key customer needs and developing solutions.
  • Strategies for offering customized products and services.
Performance Management and Improvement
  • Techniques for measuring key account performance.
  • Recommendations for continuous improvement and strategic development.
This training aims to provide participants with in-depth knowledge and practical skills in key account management, helping them advance their careers and strengthen strategic customer relationships within their businesses. Participants will have the opportunity to apply the knowledge they gain during the training in real-world business scenarios.

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