Top Business Group for Human Resources

Key Accounts Management

Date Sunday 23-09-2018 Category Sales/CS/MKTG

Course Overview
Key accounts management is a strategic business approach with the objective of ensuring long-term and sustainable business development through profitable partnerships with strategically important customers.Key accounts management is not an isolated business process.

Course Outline
  • Key Accounts Management Definition
  • Key Accounts Management importance and objectives
  • Identification of Key Accounts.
  • Salesperson’s key functions In KAM
  • Phase of Effective ways to manage accounts more successfully.
  • Buying & political roles.
  • Buying Motives.
  • Strategic Account management
  • Applying Gap analysis on our company & competitors
  • Adding value.
  • Type of characters handled by KAM
  • Handing over an account
  • Persuasion & Negotiation to major customer
Course Objective
By the end of this program participants will be able to:
  • Build stronger long term relationships with your customers.
  • Know the common accounts management mistakes & how to avoid them.
  • Identify customer-thinking process
  • Apply selling tactics that match customer’s logic
  • Handle competition
  • Develop customers for further business
 
Who Should Attend: 
  • This program is highly beneficial to anyone managing significant customer accounts,  or any individual aspiring key accounts role.
  • Commercially focused managers from all fields who specialize in connecting and  handling customers will benefit greatly from this program. 
 
Duration: Two days from 9:00AM to 3:00PM
 
Registration Deadline
  • One week before the course date
Course Fees
  • 1900 EGP (Registration is confirmed only upon payment)
  • Fees include materials and attendance certificate
  • Complimentary coffee breaks and light lunch
Course Venue
  • Top Business Training Center: 17, Abdel Wahab Selim Elbeshry St. Sheraton Heliopolis, Cairo, Egypt.
Payment
  • Payment should be made one week prior to course.
  • Payment by cheque in Top Business’s name or cash to our address.