Overview
Key Account Management (KAM) is an innovative approach used by business-to-business suppliers to manage customer relationships; however, it can end up a massive flop if not effectively implemented. This programme is designed to provide a conceptual framework for implementing a strategic KAM to help build and manage relationships
Learning Objectives and Benefits
Participants on the programme will gain knowledge to:
- Increase depth within key accounts
- Develop a strategic perspective on sales and customer relationships
- Optimise strategic account sales team
- Recognise and overcome pressure tactics
- Understand what drives strategic account decisions
- Create and implement an action plan that will increase chances of success
- Improve efficiency and time management
- Develop profitable long-term relationships
- Position Account Managers as Strategic Advisors
Who should attend
This programme will benefit:
Experienced salespeople charged with growing their company’s largest account, including:
- Key Account Managers
- Customer Relationship Managers
- Sales Executives
- Business Development Managers
Structure and Curriculum
- Introduction to Key Account Management fundamentals
- Developing and implementing a Strategic Account Management (SAM) Programme
- Innovation and sustainability of Key Account Programmes
- Strategic accounts: A definition
- Optimising your strategic account sales team
- Selecting and classifying strategic accounts
- Strategic account plans
- Sales opportunity management
- SAM and global accounts
- Relationship development and navigating politics with key officers
- Leveraging marketing to support SAM initiatives
- Applying technology in Strategic Account Management
Admission process
1. Click on the Apply Now tab
2. Select the number of participants to enroll on the programme
3. Fill in your details to complete your application
4. Request for an invoice or make an instant payment via our secured payment gateway
5. Upon confirmation of payment, a programme manager will get in touch with you at least three days before the programme commences.
Faculty
Professor Louis Nzegwu
Professor Tayo Otubanjo
