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Training goals:
Eighty percent of a company´s total revenue is generated by
20% of its client base. Cultivating and binding strategic
clients is essential for market entry, and in order to
guarantee long-term market success and maintain a sustainable
competitive advantage. An optimized key account management
strategy provides the foundation for success in today´s
competitive market environment.
This seminar teaches the professional skills required for the
systematic development and management of key accounts..
Target group:
Employees responsible for managing key accounts. Employees new
to the role will learn basic skills, experienced key account
managers will learn advanced techniques and refine their
skills.
Seminar contents:
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Responsibilities of a Key Account Manager
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Client expectations of a Key Account Manager
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Developing a strategic key account management concept
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Structure and content of a key account management plan
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Analyzing market potential (trends, risks, opportunities)
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Systematic competitor assessment and benchmarking
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Translating client needs into sales strategies
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Techniques for successfully negotiating prices and
contractual conditions
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Effective use of information and planning tools
Methods:
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Systematic and immediate input by the trainer
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Practical and activating exercises ( partly video based),
Analysis and Feedback
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Single and group work: e.g. developing example outlines of a
key account management plan
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Work on participants cases, if requested
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Flip-Chart journal
Participation fee:
The participation fee for the 1-day intensive training amounts
per participant: 495 euro plus VAT
KeSch
training we
offer in following languages:
In Bosnian, Bulgarian, Chinese, Estonian, Danish, English,
Finnish, French, Greek, Italian, Japanese, Korean, Croatian,
Latvian, Lithuanian, Dutch, Norwegian, Polish, Portuguese,
Roumanian, Russian, Swedish, Serbian, In Slovak, Slovene,
Spanish, Czech, Turkish, Ukrainian, Hungarian
KeSch experts get by:
Bulgaria, China, Estonia, Denmark, England, Finland,
France, Greece, Italy, Japan, Canada, Croatia, Latvia
Lithuania, to the Netherlands, Norway, Austria, Poland,
Portugal, Romania, Russia, Sweden, Switzerland, Serbia,
Slovakia, Slovenia, Spain, Czechia, Turkey, the Ukraine, from
Hungary and of course also from Germany. |
