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'
Who should attend
Major Account Mangers, Key Account Managers, Sales People responsible for handling large / medium accounts
How this course benefits participants
1Will use Customer Mapping of all my Major Accounts to gain better clarity, planning & get better results" - Sales Executive Heavy Engineering - Medium Enterprise - West India
2I can now increase my business share with Key Accounts by understanding the Sales situation better. This will also help me forecast my sales better - Sales Engineer - Precision Engineering - South India.
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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