open - (Page 67) Sales Key Account Management - strategy, tactics, processes and tools Suppliers face the difficult challenge of handling accounts that are strategically important and increasingly powerful. This programme focuses on the key activities and skills required to manage and develop accounts which are - or have the potential to become - strategically important to the business. Pipeline management and account development 9 pipeline measurement tools, time metrics benchmarks 9 managing requests for proposals Maximising your Value Propositions 9 the cornerstones of market understanding 9 mapping the total customer experience 9 building your competitive Value Proposition Strategies to conquer Decision Making Units 9 identifying main players, hidden agendas 9 access strategy, keys to effective networking 9 building effective relationships with DMUs Managing strategic accounts 9 how to organise a strategic account team 9 objectives, strategy milestones, communication processes 9 gaining loyalty and commitment internally Preparing for Category Management TOOLS Who can benefit? Those who manage accounts which are strategically important to the business due to size, potential or reputation in the market place. Objectives By the end of the programme participants will be able to: 9 outline the role and accountabilities of the key account manager 9 develop a strategic approach to managing their most important accounts 9 identify the key activities and added value that successful account managers must bring to a customer PROGRAMME Cegos IDEALS™ KAM Learning Path Key Account Manager Role Targeting and planning for success 9 4 key tools to map/target accounts 9 account plan - from strategy to tactics 9 building ‘entry barriers’ for competitors 9 unlocking your competitors’ star accounts Manchester Jan 22-23 Jun 2-3 Oct 7-8 London Apr 9-10 Ref: SL3 2 days £398 + VAT International Key Account Management This programme is designed for Senior Account Managers with responsibility for large cross border and major worldwide accounts. There is assumed a track record of experience in selling and senior level account management to enable the programme to be focused practically on the new challenges within an international environment and new skills required by Account Managers. TOOLS PROGRAMME IKAM - operation and responsibility in an international arena The International marketplace Your customer Your position in your markets Building your financial muscle IKAM SWOT and opportunity/risk assessment Customer networks and approach strategies Building your Value Proposition Aligning internal and external teams Who can benefit? International Key Account Managers (IKAMs) and managers with teams responsible for levels of international account management. Objectives By the end of the programme participants will be able to: 9 recognise the scope of the IKAM role 9 recognise their and customers’ positioning in the international marketplace 9 develop robust financial management strategies 9 develop international networks/approach strategies 9 develop and manage effective cross-cultural project teams 9 define and manage the value chain effectively 9 develop strategic selling effectiveness internationally Manchester Jun 17-18 Leveraging the value chain Solutions, services and selling effectiveness London Dec 9-10 Ref: SL11 2 days £398 + VAT © Cegos UK 2008 67
For optimal viewing of this digital publication, please enable JavaScript and then refresh the page. If you would like to try to load the digital publication without using Flash Player detection, please click here.