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The Power of Resilience

NEWMISA 2017 ebrochure

Strategic Key Account Management
Course Objectives
Recognizing the need and the methodology for successful account management | Learning a robust process for sculpting a comprehensive Strategic Key Account Plan | Developing the ability to win relationships and build sustainability in Strategic Key Accounts
Course Coverage
  • Key Account Management – a mere outcome or a targeted planned process
  • Key Account Management – The two elements
  • Customer Satisfaction & Brickwalling
  • Sustainable Profitable Growth
  • The role of a Key Account Manager
  • The framework for Key Account Management
  • Information Base
  • Long Term Plan
    • Vision
    • Objectives
    • Strategic Direction
    • Main Actions
    • Milestones
    • Resources
  • Short Term Plan
  • Visit Plan
  • Strategic thinking in key accounts : The choice of strategy | The appropriateness of a strategy | Actioning to build around the strategy | The role of supporting organization in the strategy execution
  • Strategic Key Account Management – The Mercuri Account Plan (MAP) - A comprehensive robust value document
3 Steps of the course
1 Before arriving for the course
  • A set of readouts
  • A live key account opportunity template
  • A self assessment on current capability in strategic account management
2 During the course
  • Concepts, tools, application and a complete strategic plan (MAP) for one account by each participant
  • A certification test at the end of the course
  • Individual action Plan
  • Creation of further strategic key account plans
3 4-6 weeks after the course
  • A one hour telephone / Skype review
  • Reinforcing learning
  • Marking of the test results and certifying towards
    'STRATEGIC KEY ACCOUNT MANAGEMENT – PROCESS, SKILLS AND ORIENTATION'

MISA COURSES are run by experienced Consultants of Mercuri India, who practice what they teach, as they work with discerning Clients across varied industries & geographies. Every Mercuri Consultant wears 3 hats – A Salesperson, a Trainer & a Consultant. So, when you choose Mercuri India as your partner in Learning & Development, your people learn timeless concepts & skills that work in the real world, to accelerate their performance & grow with you. Read more about MISA Open Courses that 'Take your Sales to a Higher Level'

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