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Key accounts are not only your most valued clientele, but are also the accounts most likely targeted by your competition. Therefore, it is of significant importance to continuously advance one’s skills in developing and managing key accounts, to ensure you can retain your most important clients and simultaneously maintain your organisation’s long term viability.
This programme will give these account managers the opportunity to practice, refine and build their skills and learn to effectively implement KAM principles in target accounts.
Key Account Management (KAM) defined
Account analysis: defining and selecting KA
Key account relational development model
The Key Account Planning process (KAP)
The critical role of key account managers