One of the key success factors of a company is to focus its sales activities on the valuable customers of today and tomorrow. It is important to recognise them, identify their requirements and align one's own processes with customer orientation. Professional and strategically acting key account managers have a key function here. Learn in the Key Account Management Seminar how to carry out your tasks efficiently, fulfil your role profitably and stand out from the competition through your personal added value.
Contents: Key Account Management Seminar
Basis of Key Account Management (KAM)
Importance and role of the KAM
Knowing and successfully fulfilling areas of responsibility
Organisation and framework conditions for efficient key account management
Customers' expectations of the key account manager
Analysis of the market and customers
Customer analysis: analysis of existing customer groups
Customer planning: criteria for selecting key accounts
Customer portfolio analysis: from ABC analysis to customer scoring model
Big picture with the help of market and competition analysis
What is the Unique Value Proposition from a key account perspective?
Alignment with key account strategies and objectives
Creating a strategic customer development plan
Relationship networks in key account management
Creating relationship diagrams of the key accounts
Buying centre analysis: using processes of customer-internal decision-making
Using Customer Relationship Management Strategically
Relationship management in your own company as a success factor
Success management in key account management
Tasks and goals of controlling in KAM
Key figures for controlling key account management
Success control by means of a balanced scorecard
Measuring customer satisfaction and stability of the customer relationship
Your benefit: Key Account Management Seminar
With effective key account management, you can meet the high demands of your most important customers, secure the competitiveness of your company and increase your return on sales. In the seminar Key Account Management you will learn how to:
fulfil the tasks and role of the key account manager
proceed systematically and result-oriented in customer development
create added value and enrichment for your key accounts
increase your turnover through the satisfaction, trust and loyalty of your key accounts
implement controlling through the use of key figures and make success visible
help shape and develop key account management in your company
Methodology and didactics: Key Account Management Seminar
In our seminar we lay the foundations for successful key account management by means of trainer input, partner exercises and impulse lectures. We further develop your technical and methodological competence by discussing best practice examples, which leads to an exchange of experiences among the participants. With the help of role training, you will have the opportunity to practise the methods and techniques for effective key account management. Training materials are available to you during, as well as after the course.
Target group: Key Account Management Seminar
The Key Account Management seminar is suitable for key account managers, salespersons and distributors who want to use KAM to maintain and intensify customer relationships in a profitable way. This Key Account Management seminar also addresses those specialists and managers as well as colleagues and employees who work with Key Account Managers and actively accompany the KAM process.
Would you like to hold the Key Account Management seminar in your company as an in-house seminar? That is of course possible! We will be happy to prepare an individual offer that meets your content priorities, your specified time frame and other wishes. Please send your in-house enquiry to: firstname.lastname@example.org
further recommendations on "Key Account Management Seminar
The core task of key account management is that it is perceived by customers as the first point of contact for questions and the search for solutions to problems. Here, the key account manager assumes less the function of a classic salesperson and more that of a consultant. It is important that the advisory approach is not shared equally with all customers, but that a manager selects and prioritises between the different accounts in order to be able to use his resources in a targeted manner.
For example, key account managers support their clients in optimising services or products, developing new business activities and planning for the future. Through an intensive, professional business relationship, they become the client's extended teammate.
Why is the Key Account Management Seminar important?
The Key Account Management seminar shows you how to develop your customer relationships in such a way that you become an indispensable discussion and sparring partner for your accounts. You will learn how to cleverly use internal company resources to create valuable added value for key customers. Through your customised services, you will increase your supplier value and gain valuable competitive advantages. The high importance of professional key account management is made clear by the fact that in many companies 20% of the customer base contributes to 80% of the generated turnover.
Why should I attend a Key Account Management seminar?
By attending this training you will fulfil your role as a key account manager with joy and passion. You will succeed in this because you will not be shown the one all-purpose collection of methods in the key account management seminar, but will try out a variety of methods and techniques of key account management. Only by trying out and applying them in our Key Account Management seminar will you find out which approaches suit you exactly and to what extent your authenticity is preserved. The courses of the Dr. G. Kitzmann Academy always give you the necessary space and sufficient time for the so important training units with practical relevance. With a maximum group size of 8 participants, seminar participants benefit from more individual attention from the lecturer. The learning success is higher and consequently leads to effective further training. We look forward to your participation!
Registration for the event: Key Account Management Seminar
The evaluations of our seminars, webinars and workshops are given by the training participants. Following each training event, participants provide written feedback via a digital questionnaire. The customer testimonials mentioned on our website are also taken from these questionnaires.
Calculation of the overall evaluation
The total of eight evaluation criteria, which are collected by means of a questionnaire, result proportionately in the calculated overall evaluation.
I particularly liked the fact that my individual wishes were taken into account.
P. Hübscher, CompuGroup Medical Dentalsysteme GmbH
I find the accompanying training handout excellent. It covers the whole range of key account management very well.
N. Kohlenberg, Theobald Software GmbH
I found the working atmosphere in this seminar very pleasant. The contents learned are very helpful.
M. Ratsch, genua GmbH
The professional competence of the seminar leaders was very good!