Skip to main content
Mastering Key Account Management; A Step-by-Step Guide to Practical Tools and Self-Assessment Techniques

Mastering Key Account Management; A Step-by-Step Guide to Practical Tools and Self-Assessment Techniques

USD211.84
When you get access:
Course access is prepared after purchase and delivered via email
How you learn:
Self-paced • Lifetime updates
Your guarantee:
30-day money-back guarantee — no questions asked
Who trusts this:
Trusted by professionals in 160+ countries
Toolkit Included:
Includes a practical, ready-to-use toolkit with implementation templates, worksheets, checklists, and decision-support materials so you can apply what you learn immediately - no additional setup required.
Adding to cart… The item has been added

Mastering Key Account Management: A Step-by-Step Guide to Practical Tools and Self-Assessment Techniques



Course Overview

This comprehensive course is designed to equip you with the skills and knowledge needed to master key account management. Through a combination of interactive lessons, hands-on projects, and real-world applications, you'll learn how to develop and implement effective key account management strategies that drive business growth and success.



Course Objectives

  • Understand the principles and concepts of key account management
  • Develop a comprehensive key account management strategy
  • Identify and prioritize key accounts
  • Build and maintain strong relationships with key account customers
  • Conduct thorough needs assessments and develop tailored solutions
  • Negotiate and close deals with key account customers
  • Monitor and evaluate key account performance
  • Continuously improve and refine key account management strategies


Course Outline

Module 1: Introduction to Key Account Management

  • Defining key account management
  • Understanding the importance of key account management
  • Key account management vs. sales management
  • Benefits of key account management
  • Challenges and obstacles in key account management

Module 2: Identifying and Prioritizing Key Accounts

  • Criteria for identifying key accounts
  • Prioritizing key accounts using the ABCD method
  • Conducting a customer portfolio analysis
  • Developing a key account selection framework
  • Case study: Identifying and prioritizing key accounts

Module 3: Building and Maintaining Strong Relationships

  • Understanding customer needs and expectations
  • Developing a customer relationship management (CRM) strategy
  • Building trust and rapport with key account customers
  • Effective communication and conflict resolution
  • Case study: Building a strong relationship with a key account customer

Module 4: Conducting Needs Assessments and Developing Solutions

  • Conducting a thorough needs assessment
  • Developing a tailored solution for the key account customer
  • Presenting the solution to the key account customer
  • Negotiating and closing the deal
  • Case study: Conducting a needs assessment and developing a solution

Module 5: Negotiating and Closing Deals

  • Understanding the negotiation process
  • Developing a negotiation strategy
  • Conducting a negotiation meeting
  • Closing the deal and finalizing the agreement
  • Case study: Negotiating and closing a deal with a key account customer

Module 6: Monitoring and Evaluating Key Account Performance

  • Developing a key account performance metrics framework
  • Monitoring and tracking key account performance
  • Evaluating key account performance and identifying areas for improvement
  • Developing a continuous improvement plan
  • Case study: Monitoring and evaluating key account performance

Module 7: Advanced Key Account Management Topics

  • Key account management in a digital age
  • Using data and analytics in key account management
  • Developing a key account management strategy for a global market
  • Managing key accounts in a matrix organization
  • Case study: Advanced key account management topics

Module 8: Putting it all Together - Developing a Comprehensive Key Account Management Strategy

  • Developing a comprehensive key account management strategy
  • Aligning the key account management strategy with the organization's overall strategy
  • Implementing the key account management strategy
  • Monitoring and evaluating the effectiveness of the key account management strategy
  • Case study: Developing a comprehensive key account management strategy


Certificate of Completion

Upon completion of this course, participants will receive a certificate issued by The Art of Service.



Course Features

  • Interactive and engaging lessons
  • Comprehensive and up-to-date content
  • Practical and real-world applications
  • Expert instructors with extensive experience in key account management
  • Flexible learning format
  • User-friendly and mobile-accessible platform
  • Community-driven discussion forums
  • Actionable insights and hands-on projects
  • Bite-sized lessons and lifetime access
  • Gamification and progress tracking
,
!