Key account management

Target Audience:Sales department, key account managers, strategic development and planning for key accounts, companies projecting the introduction of key account management structuresDuration:2 days, 14 hoursProvider:Venue:AEB office, Moscow, Krasnoproletarskaya ul. 16 bld. 3, entrance 8 (4th floor), nearest metro station - NovoslobodskayaLanguage:RussianCoach:Ekaterina Kuskova
Ekaterina KuskovaEkaterina Kuskova

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

Objectives of the training

The training will cover the principal procedures for the identification and classification of key accounts, demand analysis, instruments for work performance enhancement, revenue increase and key customer fidelity. It will also cover the correlation between a company’s strategies with its actual resources and key account strategic development objectives. Discussing various possible organizational structures and key account management procedures will facilitate realizing the best possible real life structure. Working groups will discuss the situation with regard to actual negotiations with key customers and review potential pricing tactics for negotiations. Major case in point techniques will be explained and simulated in working groups. A major part of the training will consist in sharing real life experience and networking between participants.

Major topics

• Identification of key customers
• Classification and assessment (selection of qualitative and quantitative indicators and segmentation methods, identification of customer value)
• Practical application of classification procedures
• Identification of goals and strategic project management of customer groups
• Organization of structures and procedures for key account management
• Demand evaluation in specific segments
• Creation of service packages based on developed classification
• Development of distinctive solutions for key customers
• Development of working relationships with key customers, information collection and processing systems
• Profile and essential skills for key account managers
• Negotiation and sales tactics
• Motivation systems for key account managers

Webinar and group work.

All participants will receive a certificate of attendance.