Sale Date Ended
Introduction:
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.
Benefits:
Key Account Management (KAM) defined
o Definition and goals of CRM
o The value of loyalty
o Acquisition costs and life time value (LTV)
Account analysis: defining and selecting KA
o The single factor models
o The portfolio models
o The decision models
o Computing the cost per call
o Break even sales volume
o Result based simulation
Key account relational development model
o Pre-relationship stage
o Early relationship stage
o Mid-relationship stage
o Partnership relationship stage
o Synergetic relationship stage
The Key Account Planning process (KAP)
o Customer analysis
o Past business analysis
o Competition analysis
o 'SWOT' analysis
The critical role of key account managers