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Why Attend This key Account Management Training Course?
The world has become increasingly challenging and as a result relies more heavily on the relationship with the buyer(s) than it does on the actual portfolio of products and/or services, plus the quality in relation to the price. Strategic Key Account Management effectively contributes to significant profits on sales and consequently is considered the most demanding and rewarding part of the sales function. This training program tackles the development of Key Account Managers to sell more products and/or services effectively and ultimately achieve better win rates, conversions, up-sells and cross-sells. Therefore, the Certificate in Key Account Management – KAM® is designed to teach your team how to replace their current habits with programming that will allow them to achieve your organizations goals even faster.
Get the best cost of key account management training course Program by ACAD Egypt.
What Is The key Account Management Training Course Methodology?
This key account management program methodology depends on enabling participants to interact and exchange experiences, explore their competencies and achieve their career aspirations, using forward-thinking training arts, such as theoretical lectures and/or open discussion to exchange opinions and experiences, scenarios, innovative thinking brainstorming. Participants will receive an agenda including training material as a reference, in addition to some extra notes and booklets.
Who Should Attend This key Account Management Training Course?
The Certificate in Key Account Management Program – KAM® is ideal for professionals who are employed as a sales and marketing officer, marketing manager, marketing director, sales or any individual or company owner responsible for marketing management and who has direct reports.
What Are The key account management Training Course Objectives?
Understand and appreciate the scope and complexities of managing accounts
Develop selling strategies for key accounts and high-profile customers
Develop a price and promotional mix
Interrogate and translate data into meaningful insights and action plans
Improve specific selling skills required throughout the customer buying process
What Is The Key Account Management Training Course Curriculum?
The Strategic Role of Selling in the Marketing Process
Definition of the roles and responsibilities of key account managers
Competency requirements for key account managers and taking stock
Comparing selling and key account management
Key account management requires organizational change; it is not just a sales technique
Workshop: what defines a key account?
Strategic Importance of Key Account Management and Relationship Building
Criteria for qualifying key accounts (KA)
Strategic accounts versus key accounts
Penetrating, expanding, and protecting key accounts
Working with marketing, channel management, operations, logistics, etc.
Managing customer profitability and customer relationship management (CRM)
Paradigm Shift in Managing Trade
Understanding buyer motivation and how you can influence it
Assessing client organizational culture and it’s fit with your organization
Understanding your client’s key business objectives, and aligning
Account analysis insights
Account analysis methods
Measuring Customer Loyalty: Framework for Customer Insights
Two layers of planning
Prioritizing efforts
Important business analysis
Customer analysis
Past business analysis
Competition analysis
The use of a client SWOT analysis
Definition to Realize Full Customer Potential to Reach Satisfaction
Developing a competitor matrix
Who’s who – determining buying roles and networking
How buying has changed and adapting accordingly
Understanding and reducing the customer’s perception of risk
Important KPIs for KA qualification
Customer Buying Process: Integration of Decision-Making Unit (DMU)
Motivational Theory and maintaining great client relationships
Understanding the role and responsibilities of key account managers
Harnessing daily to-do-lists to optimize sales productivity
Identifying and working with different personality styles
Presentation skills for key account managers
Consultative selling and adding real value to the client
Developing the client’s staff as your internal salespeople
Product/Service Usage Process
Managing complex accounts with multiple decision-makers
How to build and lead virtual and real teams to success
Setting the right metrics – not just sales volume
Maintain team focus ensuring account objectives and key tasks are achieved
Utilizing modern technology and e-business
Cognitive Dissonance and Post-purchase Critique
Designing a modern-day account development strategy
The Sales and Marketing Institute International (SMI)
The Sales and Marketing Institute International (SMI) is the premiere professional body of sales and marketing practitioners in the world. Through its global network of over 10,000 members and affiliates, the SMI provides a dynamic forum for sales and marketing professionals to advance their careers through certifications, research, professional development, networking, and advocacy of the highest ethical and practice standards. Through its global network and affiliates, SMI provides a dynamic forum for sales and marketing professionals to advance their careers through certifications, research, professional development, networking and advocacy of the highest ethical and practice standards. SMI aims to deliver world-class support to empower its members with the knowledge and skills they need to excel in the profession.
Why KAM® Certification?
For the credibility of the profession, it is important to recognize sales professionals who have met and surpassed high standards of education, experience, knowledge, and ethical conduct. Sales and Marketing Institute International (SMI) established KAM® certification for professionals to complete in order to be able to use its professional designations. This KAM® certification involves attending accredited seminars and an assessment process.
For the credibility of the profession, it is important to recognize sales professionals who have met and surpassed high standards of education, experience, knowledge and ethical conduct. Sales and Marketing Institute International (SMI) established a sales certification for professionals to complete in order to be able to use its professional designations. This sales certification provides a standardized structure to assure maximized sales and profitability performance.
When you take the KAM® Program to earn the KAM® designation, you’ll have more than a few letter to putafter your name, you'll have validation of your expertise and knowledge of key sales competencies.
Course Textbooks And Web Resources
We recommend the following resources:
A Guide to the Sales Profession’s Body of Knowledge (SBOK® Guide)- Second Edition
This edition reflects the evolving knowledge within the sales profession. It represents generally recognized good practice in the sales profession. The SBOK® Guide - Second Edition continues the tradition of excellence in the sales profession with a standard that is easy to understand and implement.
Experience in sales and providing solutions based on customer needs.
Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
Excellent organizational skills.
The KAM®designation:
Distinguishes you as a person any buyer would want as a partner.
Enhances your professional image.
Recognizes you as someone who is committed to professional development.
Announces your expertise to your employers, peers, principals and customers.
Ensures greater sales success for you and your company.
Once you have completed this program, you'll be able to:
Identify challenges facing today's sales professionals and acquire the selling skills required to meet those challenges.
Demonstrate the tactical, strategic and self-management skills required to succeed in the sales profession.
Produce tangible returns by increasing your skill level and becoming a top producer.
Course Grading:
40% Attendance
60% Assignments (workshop + 2 projects)
To pass the course and receive both SMI Certificate & APC Certificate you should:
Attend at least 80% of course hours.
Score more than 70% as a total score.
ACAD Professional Certificate - APC
ACAD Training & Consulting uses the power of its network to bring about positive, tangible change. We champion the training courses profession and the interests of individuals, engaged in that profession, for the benefit of all. ACAD Professional Certificates are designed for those who are enthusiastic to challenge themselves to reach the extra mile. Participants who fully attend an APC course and successfully pass the exam on the last training day, will receive an ACAD Professional Certificate (APC). APC are regionally recognized and can be esteemed when applying for more senior roles in Egypt and MENA region.
07 - 18 May
Cairo, Egypt
12
Sessions
