What does the Key Account Management course cover?
Key Account Management is covered here in 8 modules: Introduction to Key Account Management: Defining key account management, Identifying and Prioritizing Key Accounts: Criteria for identifying key accounts, Building and Maintaining Strong Relationships: Understanding customer needs and expectations and 5 more.
How do you approach Key Account Management step by step?
The work is sequenced in 8 stages. It starts with Introduction to Key Account Management: Defining key account management, moves through Identifying and Prioritizing Key Accounts: Criteria for identifying key accounts and Building and Maintaining Strong Relationships: Understanding customer needs and expectations, and ends at Putting it all Together - Developing a Comprehensive Key Account Management Strategy.
What is in Module 1 of the Key Account Management course?
Module 1 is Introduction to Key Account Management: Defining key account management. It works through defining key account management, understanding the importance of key account management, key account management vs. sales management and 2 more. It sets the vocabulary the remaining 7 modules build on.
How is the Key Account Management course delivered?
The Key Account Management course is fully self-paced with immediate online access after enrolment. Access does not expire and future updates are included at no cost. It can be taken on any device, and a certificate of completion is issued by The Art of Service when you finish.
How much does the Key Account Management course cost?
The Key Account Management course is $199 as a one time payment. There is no subscription, no per seat licence and no hidden fee. Enrolment carries a 30 day satisfied or refunded guarantee, so it can be assessed in full before you commit.
Closely related courses: Key Account Management Toolkit, Key Account Manager Toolkit, Fix the Monthly Key Account Reporting Crunch, Key Account Management in Business Relationship.
More answers: what you get with every course, refund policy, all help answers.
Mastering Key Account Management: A Step-by-Step Guide to Practical Tools and Self-Assessment Techniques
Course Overview
This comprehensive course is designed to equip you with the skills and knowledge needed to master key account management. Through a combination of interactive lessons, hands-on projects, and real-world applications, you'll learn how to develop and implement effective key account management strategies that drive business growth and success.Course Objectives
- Understand the principles and concepts of key account management
- Develop a comprehensive key account management strategy
- Identify and prioritize key accounts
- Build and maintain strong relationships with key account customers
- Conduct thorough needs assessments and develop tailored solutions
- Negotiate and close deals with key account customers
- Monitor and evaluate key account performance
- Continuously improve and refine key account management strategies
Course Outline
Module 1. Introduction to Key Account Management: Defining key account management
- Defining key account management
- Understanding the importance of key account management
- Key account management vs. sales management
- Benefits of key account management
- Challenges and obstacles in key account management
Module 2. Identifying and Prioritizing Key Accounts: Criteria for identifying key accounts
- Criteria for identifying key accounts
- Prioritizing key accounts using the ABCD method
- Conducting a customer portfolio analysis
- Developing a key account selection framework
- Case study: Identifying and prioritizing key accounts
Module 3. Building and Maintaining Strong Relationships: Understanding customer needs and expectations
- Understanding customer needs and expectations
- Developing a customer relationship management (CRM) strategy
- Building trust and rapport with key account customers
- Effective communication and conflict resolution
- Case study: Building a strong relationship with a key account customer
Module 4. Conducting Needs Assessments and Developing Solutions: Negotiating and closing the deal
- Conducting a thorough needs assessment
- Developing a tailored solution for the key account customer
- Presenting the solution to the key account customer
- Negotiating and closing the deal
- Case study: Conducting a needs assessment and developing a solution
Module 5. Negotiating and Closing Deals: Conducting a negotiation meeting
- Understanding the negotiation process
- Developing a negotiation strategy
- Conducting a negotiation meeting
- Closing the deal and finalizing the agreement
- Case study: Negotiating and closing a deal with a key account customer
Module 6. Monitoring and Evaluating Key Account Performance: Developing a continuous improvement plan
- Developing a key account performance metrics framework
- Monitoring and tracking key account performance
- Evaluating key account performance and identifying areas for improvement
- Developing a continuous improvement plan
- Case study: Monitoring and evaluating key account performance
Module 7. Advanced Key Account Management Topics: Key account management in a digital age
- Key account management in a digital age
- Using data and analytics in key account management
- Developing a key account management strategy for a global market
- Managing key accounts in a matrix organization
- Case study: Advanced key account management topics
Module 8: Putting it all Together - Developing a Comprehensive Key Account Management Strategy
- Developing a comprehensive key account management strategy
- Aligning the key account management strategy with the organization's overall strategy
- Implementing the key account management strategy
- Monitoring and evaluating the effectiveness of the key account management strategy
- Case study: Developing a comprehensive key account management strategy
Certificate of Completion
Upon completion of this course, participants will receive a certificate issued by The Art of Service.Course Features
- Interactive and engaging lessons
- Comprehensive and up-to-date content
- Practical and real-world applications
- Expert instructors with extensive experience in key account management
- Flexible learning format
- User-friendly and mobile-accessible platform
- Community-driven discussion forums
- Actionable insights and hands-on projects
- Bite-sized lessons and lifetime access
- Gamification and progress tracking