Key Account Management
In recent years, key account management has come to occupy a strategic position. Within the framework of the “Pareto Principle (20/80)”, which also applies to key account management, a group of customers is seen to account for a larger share of a company's turnover than other customers when it comes to sales. For this reason, approaching this customer segment differently, considering what kinds of special advantages can be offered, and researching which services would be more appropriate to provide to them and under what conditions are important points in key account management planning. The aim of the program is to equip participants — managers and sales representatives who deal with key accounts — in a practical way with the knowledge, skills and strategy they need in terms of key account management techniques.
Training content
- Managing the Key Account
- Key Account Importance Level
- Identifying the Key Account
- Key Account Development Process
- Research for Key Accounts
- Key Account Positioning
At the end of this training, participants
- They use questioning techniques to dig deeper and find solutions.
- They make reliable revenue forecasts and proactive action plans.