Managing key accounts Features What are Key Accounts?
Definitions
Facts about Key Accounts
Their unique marketing window
Their unique marketing strategy
Their unique products and services
Targeting Key Accounts
Making the use of our resources
Underpinning our business
Succeeding in a tough market
Selecting high volume and margin generators
Setting our account objectives
Key Account Management
What KAM means
How to manage accounts
Pitfalls to avoid
Bringing value to the relationship
Developing Strategy
How we relate to the account
How they relate to their market
Tools and techniques for selection and management of accounts
Format
Tutorial presentation of ideas, concepts and techniques with full delegate participation. Best run as a practical workshop where the selection process is used.
Benefits
· Development of long term strategic partnerships
· Improved turnover and margin
· Practical, down-to-earth and easy to understand
· Motivation of the delegates to increase performance
· Best use of sales resources
