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Training Course: Key Account Management |
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Use Key Account Management to retaining and develop profitable sales with your customers.
Learning Outcomes
- Improve profitability
- Build closer relationships with key customers
- Excluse competitors from your customers
- Identify customers suitable for a KAM approach
- Devise tactics to develop Key Accounts
- Develop processes for releasing value from the supply chain
As pressures on profitability increase companies need to develop new and imaginative methods of retaining customers. Key account identification and management is a process which does this, while using internal resources effectively. It is not a quick fix but an ongoing evolution which the company must adopt and practice. It requires a detailed understanding of the customer's business processes so that opportunities to add value and take out cost can be identified. Lasting relationships can then be built which both vendor and customer are committed to and benefit from. Who should attend?
Suitable for manufacturer, supplier and contractor, the course is designed for Sales Executives responsible for key accounts, Sales Managers, Marketing Managers and General Managers.
Programme
The Customer Relationship
· Phases of the customer relationship
· The customer's perspective
· Understanding customer needs
Principals of Key Account Management
· Customer plan
· The Key Account team
Implementation
· Selecting key accounts
· Relationship building
· Setting service levels
Releasing Value
· Lean construction
· Integrated supply chain
· Supply chain management
· Value creation process
Managing Key Accounts
· Planning
· Organisation
· Measuring profitability
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