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Key account managers training (KAM) Key account management
( If most of your profit is produced by small number of your customers )
Do you want better relations with your key accounts?
This training is performed in partnership:
 BusinessKnowledge.biz |
 |
Trainers: Miodrag Kostic and Melisa Seleskovic-Kapic - 2 days
Training content:
- How do you manage your key accounts?
- Why is good key account management important?
- Who are your key account customers and clients?
- EXERCISE – Draw your key account customer!
- What is key account management?
- What is key accounts analyses?
- Who are key account managers (KAM)?
- What are the needs of key account customers?
- What are the needs of key account managers?
- QUESTIONNAIRE – Do you know your key accounts?
- What do the key account customers want?
- How do you find their needs and wants?
- EXERCISE – List your key account needs and wants?
- What are the phases in relationship with your key accounts?
- Why isn’t easy to maintain quality relationships?
- Who is really your key account customer or client?
- What is the added value rule?
- EXERCISE – What is your added value?
- What is selling to key accounts?
- What is systematic key account management?
- What is your key account management system?
- EXERCISE – What ate the steps in key account customer service?
- What are the skills of key account management?
- How do you actively listen to customers or clients?
- How do you ask the right questions?
- EXERCISE – Ask your key account the right questions?
- Did you fulfill your key account customer expectations?
- What they expect from you?
- What is KANO diagram?
- What are features, advantages and benefits?
- EXERCISE – Describe the main service to your key account?
- Why do you loose key account customers?
- What are the moments of truth?
- What are possible alternatives to your offer?
- EXERCISE – How do you create loyalty?
- What is customer relationship management (CRM)?
- What relationships between people fail?
- Why CRM often doesn’t perform well?
- EXERCISE – What are your key account customers complains?
- Is your key account always right?
- EXERCISE - Solving your key account customers complains!
- How do you define your key account management strategy?
- What is "the strategy"?
- What is the connecting points program?
- EXERCISE – What is your key account strategy?
- What is customer retention?
- Why your key accounts leave you?
- What is your key account retention?
- EXERCISE – How do you keep key account customers or clients?
RESULTS = increased key account retention and loyal customer base
We perform our key account managers training (KAM) training for KAM (key account managers) with two trainers present and active all the time, resulting in much better learning effectiveness and better price (per participant).
Trainer - Miodrag Kostic - Director of 'Business Knowledge' Inc.
International consultant, lived and worked in USA for 17 years. Experience: 3 years owner and director of "MK Export" Staten Island-NY, 7 years owner and manager of "TGallery" retail store chain in New York and Honolulu, 5 years owner and director of "Web Consulting Honolulu" consulting company, 7 years senior consultant, owner and director of "BusinessKnowledge" www.businessknowledge.biz Belgrade, Serbia
Trainer - Melisa Seleskovic-Kapic - Director of 'Smart Sales' Inc.
Masters of Management and Technology. Experience: 6 years Business Development Manager of "European Dynamics SA" Luxembourg, 3 years CSD Marketing Manager then Regional Sales Manager in "Coca Cola Hellenic", 2 years Chief Operations Officer of finance institution "LOKmicro", 3 years senior consultant, owner and director of "SmartSales Consulting" www.smartsales.ba Sarajevo, Bosnia and Herzegovina
Please call us: +381 63 60 80 26 - Email: info@businessknowledge.biz
Reservations and application: Our key account managers training is performed in English language, according to pre-defined schedule, for groups of participants, per your individual request.
Our key account managers training interactive workshops, and public seminars are available in English language:
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