Course Details
Key Account Management
1 May 2014
Professional Development
Sales
New Zealand Institute of Management
4th Floor, Phillips Fox Tower, 209 Queen St, Auckland,CBD
Two Days
1st - 2nd May 2014
1st - 2nd May 2014
$1,200.00
for members and $1400.00 for nin members
for members and $1400.00 for nin members
BUSINESS CHALLENGE
This programme develops understanding of what top performing account managers do well, provides tools to effectively manage and develop the business of key accounts and gives guidance on developing relationships that stand the test of time.
TARGET AUDIENCE
Participants will benefit if...
They are new to or with experience in a key account manager’s role
They are sales managers who wish to develop the key account management capability of their business
They are senior managers who are introducing a key account management programme for the first time
LEARNING OUTCOMES
On successful completion of this programme, it is expected you will have the tools to be able to;
Understand what key account management is and why it is done
Understand the key competencies of successful key account managers
Understand how and why big companies are changing the way they buy
Understand how to maintain, defend and grow key accounts
Develop a business model for key account management
Develop profitable business relationships
Understand your customers and the market chain
Know how to sell value and capture your just rewards
Learn strategic key account planning
Understand key issues facing key account managers today
This programme develops understanding of what top performing account managers do well, provides tools to effectively manage and develop the business of key accounts and gives guidance on developing relationships that stand the test of time.
TARGET AUDIENCE
Participants will benefit if...
They are new to or with experience in a key account manager’s role
They are sales managers who wish to develop the key account management capability of their business
They are senior managers who are introducing a key account management programme for the first time
LEARNING OUTCOMES
On successful completion of this programme, it is expected you will have the tools to be able to;
Understand what key account management is and why it is done
Understand the key competencies of successful key account managers
Understand how and why big companies are changing the way they buy
Understand how to maintain, defend and grow key accounts
Develop a business model for key account management
Develop profitable business relationships
Understand your customers and the market chain
Know how to sell value and capture your just rewards
Learn strategic key account planning
Understand key issues facing key account managers today
NZIM Qualified facilitator