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Key Account Management

Key Account Management

Learn from renowned faculty & understand how other businesses are transforming themselves. Power your company with easy implementable strategies.


₹ 100,300

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Course Highlights

  • Batch Starts January 27 - 31, 2020

  • CEMS Alliance

  • Only Management Institute in India with triple accreditationsby AACSB, AMBA and EQUIS.

  • Rank 23rd globally

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Duration: 5 Days

Mode of learning: Classroom

Course Overview

Who should do this course ?
  • Practicing key account managers seeking to ensure they manage key relationships appropriately and profitably.

  • Senior sales people and major account managers aiming to develop their planning and customer management skills.

  • Procurement managers who would like a different perspective on supplier relationship management and collaborative business?to?business relationships.

What are the course deliverables ?
  • Understanding and appreciate customer-centricity and its role in higher profitability

  • Understanding buyer-seller relationships, networks, and alliances.

  • Develop a clear understanding of the goals of KAM as a principle and how it can contribute to the overall strategy of the firm to face future challenges.

  • Customer classification and value-based management of customers.

  • To learn how to navigate the evolution of key/strategic account partnerships.

  • Frameworks for effective management of key/strategic account partnerships.

  • Creating and Capturing value for and from the key account relationships.

  • Gain a deep understanding of the total process of key account management.

  • Assessing Performance of Key Accounts.

More about this course
  • Key Account Management (KAM) Programme provides frameworks to understand buyer-seller relationships and managing Key Account Management (KAM) in business markets. It will show how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts. At the end of the programme, you will have the tools to create a strategic key account plan for a specific customer.

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