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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