Top Business Group for Human Resources

Key Accounts Management

Date Tuesday 14-09-2021 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: 
  • Anyone who is responsible for managing significant customer accounts, or aspires to develop into a key account role, will benefit greatly from this programmer.
  • Commercially focused managers from other disciplines who have responsibility for liaising with customers as part of an account management team will also benefit from attending.
  • Please note: This program focuses on skills & Not strategy
  • All newly pointed Key Account sales manager
  • Sales whom the manage pig or named accounts
Duration: Two days from 9:00AM to 4:00PM
Registration Deadline
  • One week before the course date
Course Venue
  • Top Business Training Center: 17, Abdel Wahab Selim Elbeshry St. Sheraton Heliopolis, Cairo, Egypt.
Registration & Payment:
  • Course fees: 2550 EGP
  • Course fees include material, light lunch, coffee break and certificate.
  • Payment by cheque in Top Business’s name, cash to our address or by bank transfer.
  • Payment is due within 3 working days from course confirmation. Your registration is confirmed only after course payment
  • Payment is nonrefundable, however participant can be substituted or can attend next confirmed round of the same course or another course.