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Key Account Management Online Course

Key Account Management online course
  • 49  videos full of up-to-date tools
  • Practical tips and examples
  • Proven key account plan template (>40 pages in Microsoft Powerpoint format)
  • Many checklists and concrete implementation tasks

just 99 €

insead of 399 €

(plus VAT)

Risk free thanks to the 60 days refund policy!

SHOP NOW

Training overview

Module 1: Key Account Management

8 videos

Key Account Management Online Course - Chapter 1
  • Let’s start with some questions!
  • One definition
  • Why Key Account Management?
  • Key Account Management excellence model
  • One face to the customer is dead
  • KAM versus a territory sales approach
  • Key Accounts are more than direct customers!
  • Stop dreaming of strategic partnerships

Module 2: The Key Account Manager

2 videos

Key Account Management Online Course - Chapter 2
  • The fundamental roles besides sales!
  • Key Account Manager in the world of tomorrow

Module 3: The Key Account Plan

38 videos

Key Account Management Online Course - Chapter 3
  • What is a Key Account Plan?
  • What is the real purpose of a Key Account Plan?
  • How to structure a Key Account Plan?
  • Who should prepare the Key Account Plan?
  • 6 critical success factors of professional Key Account Plans
  • No KAP without “SO WHAT?”
  • The one pager – your account plan executive summary
  • Account Analysis: Account Profile
  • Account Analysis: Company structure
  • Account Analysis: Key subsidiaries / sites / global footprint
  • Account Analysis: Top 3 company objectives
  • Account Analysis: Procurement strategy
  • Account Analysis: the market environment
  • Account Analysis: the industry value chain
  • Account Analysis: Project pipeline
  • Account Analysis: Power Map
  • Account Analysis: SWOT
  • Account Analysis: 3 things, I still don’t know!
  • Own position today: Supplier evaluation
  • Own position today: You as a customer
  • Own position today: Ongoing frame contracts
  • Own position today: win bid / loss bid analysis
  • Own position today: your current sales footprint per customer site
  • Own position today: Share-of wallet
  • Own position today: account attractiveness portfolio
  • Own position today: The competition landscape
  • Own position today: your Unique Value Proposition
  • Own position today: your SWOT from the account perspective!
  • Own position today: The top 5 chances / risk cockpit
  • Your business development plan: MOST and M-Mission
  • Your business development plan: MOST – Top 3 Objectives
  • Your business development plan: MOST – Strategy
  • Your business development plan: MOST – Tactics and Requirements
  • Your business development plan: the account team
  • Your business development plan: account team rules – RASIC
  • Your business development plan: relationship matrix
  • Your business development plan: touchpoint plan
  • Your business development plan: action plan

BONUS 1: Strategic Annual Meeting

1 video

Key Account Management Online Course - Chapter 4
  • Critical success factors

BONUS 2: Tender management

1 video

Key Account Management Online Course - Chapter 5
  • The tender management process in 5 steps

Get a feeling about the training

Chapter: Key Account Management - One face to the customer is dead!

  • Do you life the ‘one consistent message to the customer model’?
  • What can you do to further improve your team approach?
  • What can you do to strengthen the information exchange in your account team?

Kaufen

Start your Key Account Management online course NOW!

just 99 €

insead of 399 €

(plus VAT)

Risk free thanks to the 60 days refund policy!

SHOP NOW