open - (Page 66) Sales In-Company Certificate in Key Account Management The Certificate in Key Account Management accredited programme is designed for Account Managers with responsibility for larger regional, national and lower level International accounts. Some experience in selling and customer management is assumed. Module 1: Key Account Strategies Module 2: Decision Making Units Module 3: Value Proposition Module 4: Internal and external teams Module 5: Value Chain Module 6: Maximising ‘win-win’ return IDEALS © - Cegos KAM learning path: Identify key accounts Define/unlock the decision making unit Evaluate competitors, build value proposition Analyse your position + plan for success Leverage internal, external teams Sell solution persuasively Certificate in Key Account Management Gap Analysis Learning Objectives Exercise Test Live Training Event Exercise Review Conference Call Validation Coaching Blended and Extended Learning Track™ supported by Dedicated Tutor throughout In-Company Diploma in International Key Account Management The Diploma in International Key Account Management is designed for Senior Account Managers with responsibility for large cross border and major worldwide accounts, and managers with teams responsible for levels of international management. There is assumed a track record of selling and senior level account management experience to focus the programme on new international practical challenges. Module Module Module Module Module Module 1: 2: 3: 4: 5: 6: International Key Account Management Developing the international customer network Value Proposition Aligning internal and external teams Value Chain Maximising ‘win-win’ return International IDEALS © Identify international arena of operation and responsibility Define international customer network and approach strategies at corporate and local level Evaluate competitive position and build Value Proposition Align internal and external teams Leverage the value chain Solutions, services and selling effectiveness Diploma in International Key Account Management Gap Analysis Diagnostic Best Practice Test Live Training Event Diagnostic Learning Module Conference Call Validation Coaching Blended and Extended Learning Track™ supported by Dedicated Tutor throughout 66 bookings & enquiries: 0161 445 2426 training.solutions@cegos.co.uk © Cegos UK 2008 www.cegos.co.uk www.cegos.co.uk
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