Basic Specialization In 'Key Account Management and Acquisition'

Introduction to KAM 2 lectures 06:44 Introduction to KAM preview Concept of KAM with its Important terms Introduction to KAM and Its Importance preview Reasons to acquire Key Accounts Introduction to KAM 2 lectures 06:44 Introduction to KAM preview Concept of KAM with its Important terms Introduction to KAM and Its Importance preview Reasons to acquire Key Accounts Introduction to KAM preview Concept of KAM with its Important terms Introduction to KAM preview Concept of KAM with its Important terms Introduction to KAM preview Concept of KAM with its Important terms Introduction to KAM preview Concept of KAM with its Important terms Concept of KAM with its Important terms Concept of KAM with its Important terms Introduction to KAM and Its Importance preview Reasons to acquire Key Accounts Introduction to KAM and Its Importance preview Reasons to acquire Key Accounts Introduction to KAM and Its Importance preview Reasons to acquire Key Accounts Introduction to KAM and Its Importance preview Reasons to acquire Key Accounts Reasons to acquire Key Accounts Reasons to acquire Key Accounts What is The Difference Between Transactional Selling and KAM? 1 lecture 02:43 Key Difference Between Transactional Selling and KAM preview Differentiate between KAM and Normal Sales Excercise What is The Difference Between Transactional Selling and KAM? 1 lecture 02:43 Key Difference Between Transactional Selling and KAM preview Differentiate between KAM and Normal Sales Excercise Key Difference Between Transactional Selling and KAM preview Differentiate between KAM and Normal Sales Excercise Key Difference Between Transactional Selling and KAM preview Differentiate between KAM and Normal Sales Excercise Key Difference Between Transactional Selling and KAM preview Differentiate between KAM and Normal Sales Excercise Key Difference Between Transactional Selling and KAM preview Differentiate between KAM and Normal Sales Excercise Differentiate between KAM and Normal Sales Excercise Differentiate between KAM and Normal Sales Excercise Caselet 2 lectures 06:11 Case – The Plan To Begin Case Answer Caselet 2 lectures 06:11 Case – The Plan To Begin Case Answer Case – The Plan To Begin Case – The Plan To Begin Case – The Plan To Begin Case – The Plan To Begin Case Answer Case Answer Case Answer Case Answer WHY SELECTION IS IMPORTANT? 2 lectures 06:40 KAM Selection Selecting and Evaluating Key Clients on Quantitative and Qualitative Aspects Selection on Quantitative and Qualitative Factors WHY SELECTION IS IMPORTANT? 2 lectures 06:40 KAM Selection Selecting and Evaluating Key Clients on Quantitative and Qualitative Aspects Selection on Quantitative and Qualitative Factors KAM Selection Selecting and Evaluating Key Clients on Quantitative and Qualitative Aspects KAM Selection Selecting and Evaluating Key Clients on Quantitative and Qualitative Aspects KAM Selection Selecting and Evaluating Key Clients on Quantitative and Qualitative Aspects KAM Selection Selecting and Evaluating Key Clients on Quantitative and Qualitative Aspects Selecting and Evaluating Key Clients on Quantitative and Qualitative Aspects Selecting and Evaluating Key Clients on Quantitative and Qualitative Aspects Selection on Quantitative and Qualitative Factors Selection on Quantitative and Qualitative Factors Selection on Quantitative and Qualitative Factors Selection on Quantitative and Qualitative Factors Case Study 2 lectures 09:45 Case Details Preparations Before Going For Key Account Acquisition Case Study 2 lectures 09:45 Case Details Preparations Before Going For Key Account Acquisition Case Details Case Details Case Details Case Details Preparations Before Going For Key Account Acquisition Preparations Before Going For Key Account Acquisition Preparations Before Going For Key Account Acquisition Preparations Before Going For Key Account Acquisition Setting Objectives Before Acquiring Key Account 2 lectures 08:37 2 X 2 matrix of Objectives (Inferred from Igor Ansoff's model) Four possible objectives based on which Key Clients can be targeted Activity - Attribute relevant objective to your current Key accounts Setting Objectives Before Acquiring Key Account 2 lectures 08:37 2 X 2 matrix of Objectives (Inferred from Igor Ansoff's model) Four possible objectives based on which Key Clients can be targeted Activity - Attribute relevant objective to your current Key accounts 2 X 2 matrix of Objectives (Inferred from Igor Ansoff's model) Four possible objectives based on which Key Clients can be targeted 2 X 2 matrix of Objectives (Inferred from Igor Ansoff's model) Four possible objectives based on which Key Clients can be targeted 2 X 2 matrix of Objectives (Inferred from Igor Ansoff's model) Four possible objectives based on which Key Clients can be targeted 2 X 2 matrix of Objectives (Inferred from Igor Ansoff's model) Four possible objectives based on which Key Clients can be targeted Four possible objectives based on which Key Clients can be targeted Four possible objectives based on which Key Clients can be targeted Activity - Attribute relevant objective to your current Key accounts Activity - Attribute relevant objective to your current Key accounts Activity - Attribute relevant objective to your current Key accounts Activity - Attribute relevant objective to your current Key accounts Categorizing Key Customers 2 lectures 07:53 Categorizing Key Customers based on a 4 Quadrant Model Activity - Categorise your key clients based on taught model in given format Categorizing Key Customers 2 lectures 07:53 Categorizing Key Customers based on a 4 Quadrant Model Activity - Categorise your key clients based on taught model in given format Categorizing Key Customers based on a 4 Quadrant Model Categorizing Key Customers based on a 4 Quadrant Model Categorizing Key Customers based on a 4 Quadrant Model Categorizing Key Customers based on a 4 Quadrant Model Activity - Categorise your key clients based on taught model in given format Activity - Categorise your key clients based on taught model in given format Activity - Categorise your key clients based on taught model in given format Activity - Categorise your key clients based on taught model in given format Concept of Moment of Truth for Key Client Satisfaction 3 lectures 15:01 Moment of Truth Concept in detail as coined by Jan Carlzon Former CEO of SAS Reason why customers travel between Happy and Unhappy Poles One tip on how to increase Loyalty of your Key Clients 3 Questions for Self Assessment of Performance Concept of Moment of Truth for Key Client Satisfaction 3 lectures 15:01 Moment of Truth Concept in detail as coined by Jan Carlzon Former CEO of SAS Reason why customers travel between Happy and Unhappy Poles One tip on how to increase Loyalty of your Key Clients 3 Questions for Self Assessment of Performance Moment of Truth Concept in detail as coined by Jan Carlzon Former CEO of SAS Reason why customers travel between Happy and Unhappy Poles Moment of Truth Concept in detail as coined by Jan Carlzon Former CEO of SAS Reason why customers travel between Happy and Unhappy Poles Moment of Truth Concept in detail as coined by Jan Carlzon Former CEO of SAS Reason why customers travel between Happy and Unhappy Poles Moment of Truth Concept in detail as coined by Jan Carlzon Former CEO of SAS Reason why customers travel between Happy and Unhappy Poles Reason why customers travel between Happy and Unhappy Poles Reason why customers travel between Happy and Unhappy Poles One tip on how to increase Loyalty of your Key Clients One tip on how to increase Loyalty of your Key Clients One tip on how to increase Loyalty of your Key Clients One tip on how to increase Loyalty of your Key Clients 3 Questions for Self Assessment of Performance 3 Questions for Self Assessment of Performance 3 Questions for Self Assessment of Performance 3 Questions for Self Assessment of Performance How to Professionally Say 'No’ to the Customer