Cambridge
Academy
In London
Course Description
Course Duration: Five Training Days
Course Language: Arabic or English
Include:
Scientific material with TAB
Workshops
Reception and farewell at the airport
Daily lunch
Coffee Break
Introduction
Key account management focuses sales resources on retaining the clients most likely to generate high levels of revenue and profitability. To do so, key account managers build a detailed understanding of their clients’ specific requirements – in turn improving the performance of their business.
This dynamic makes the client somewhat dependent on their key account manager – which helps to increase retention rates.
Advanced Key Account Management and Business Development training course, is designed as an advanced level programme for experienced sales people. Step-by-step the highly participative content provides key account managers with the modern day strategies required to make develop their businesses
Objectives
By the end of this Advanced Key Account Management and Business Development training course, you will how to:
Define the key account management’s primary functions and best practices.
Identify the significance of re-defining businesses processes to match the ever-changing market and customer needs.
Produce clear deals and marketing differentiators to neutralise competition (value-based proposition).
Plan and use financial ratios and KPIs to measure their operations’ effectiveness.
Use leadership, negotiation and power proposals to leverage their business and lead the national key account team.
Who Should Attend?
Advanced Key Account Management and Business Development training Course, is designed for:
Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel and others who are involved in commercial activities at all levels of the organisation.
Course Outline
unite1:
unite1:
Key Account (KA) Management: Overview and Best Practices
Key Account Management: An Overview.
The New Landscape of Account Management.
Comprehending the Buy-Sell Ladder Model.
Key Account Analysis and Qualifying.
The Key Account Manager as a Business Developer.
Comprehending and Working the Customer Loyalty Ladder.
Building Client Chemistry with F.O.R.M.
unite2:
The Business and KA Planning Process using the STAR Business Planning Process:
Strategic Analysis.
Targets and Goals.
Reality Check.
Re-Defining Your Processes for Breakthrough Results
Reengineering Your Team Selling Process to Avoid Mistaking Motion for Action.
Auditing the Selling Process.
Identifying your Unique Selling Propositions (USPs) and Distinctive Selling Points (DSPs).
Creating a Competitive Analysis Matrix Using USP and DSP to Neutralise Competition.
Designing and Implementing Key Performance Indicators.
Creating a Balanced Scorecard (Business Performance Audit).
unite3:
Powerful Negotiation Skills
The Definition of Negotiation.
The Difference Between Persuading and Negotiating.
The Negotiation Process.
The Phases of the Purchasing Decision.
Influencing Decision Criteria.
Effective Concession Management During Negotiation.
Completing Your Negotiation Plan.
unite4:
Building and Leading the National Key Account Team
Stages in Team Formation.
Building a High-Performance Team.
Defining Team Roles.
The Team Motivation Mix.
Management versus Leadership.
Practices of Exemplary Leaders (Industry Practices).
unite5:
Writing Business Proposals that Sell
Writing a Typical Business Proposal.
Formatting Tips and Tricks for Winning Proposals.
Creating Your Own Proposal Template Using a Suggested Proposal Format Guide.