Minggu, 12 Agustus 2012

Effective Key Account Management


PROGRAM OBJECTIVES
This program is designed to enable participants to better understand the Effective Key Account Management concepts and apply it in their job.
PROGRAM CONTENT
  • Concept of effective Key Account Management
  • Identifying and selecting Key Accounts
  • Developing mutually beneficial long-term relations with key accounts
  • Setting realistic sales related targets at Key Accounts
  • Key Account strategies, plans and programs
  • How to effectively implementation the Key Account strategies, plans and programs
  • Selling values and consultative selling
  • Delivering winning sales presentations to corporate level executives
  • Conducting complex negotiations
  • Defending key accounts from competitors
RECOMMENDED PARTICIPANTS
  • Key Account Directors, Key Account Manager, and Key Account Officer
  • Sales & Marketing related managers & supervisors
  • Those groomed for above positions

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