Key Account Management Training

The world of key account management in differing market places is increasingly challenging and as a result relies more heavily on the relationship with the buyer(s) than it does the actual portfolio of product and services, their quality and the price.

Effective strategic key account management can contribute to significant profits on sales and consequently is often considered the most demanding and rewarding part of the sales function.

Key account management, top-tier selling is value-based relationship selling. The value of products, services, or systems is directly related to the sometimes intangible positive impact on the customer's business. The agreed price of the product or service, is then directly linked to the customer's perceived added value and is usually linked to annual performance, volume agreements and additional services.  In the hands of the competent key account manager, margins, revenue and volumes can be managed to deliver on the customer's business goals.

This partnership arrangement is mutually beneficial as both parties gain trust, knowledge about each other and the opportunity to implement joint programmes in pursuit of a shared profit. Both seek a common objective so that customer's earnings and seller's margins depend on this mutual collaboration, made possible and highly successful by a trusting relationship between professionals.

There are four levels of Key Account Management Training each designed specifically to improve the sales performance of both the individual key account manager and the organisation as a whole.

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Key Account Management Training can be implemented as a tiered programme over 4 levels:

Key Account Management Training - KAM I - Implementing Key Account Management

Key Account Management Training - KAM II - Foundation Key Account Management Training

Key Account Management Training - KAM III - Strategic Key Account Management Training

Key Account Management Training - KAM IV - Master Class Key Account Management

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