Course Overview
The Key Accounts Management course provides a practical framework for developing strategic customer management skills (Key Accounts), which contributes to strengthening long-term relationships, increasing returns, and achieving sustainable growth, through understanding the needs of key customers, building customized strategies, and improving the level of internal coordination to deliver high added value.
Target Audiences
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· Sales and Business Development Managers · Key Account Managers · Marketing and Strategic Relations Managers · Senior Customer Service Representatives · Project Managers · Employees in the public and private sectors |
Course Duration
- Total Hours: 25 training hours
- Number of Days: 5 days
- Hours per Day: 5 hours daily
Course Outline
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📅 Day 1: Introduction to Key Account Management 🔹Module 1: The Concept of Key Accounts Understanding the concept of key accounts and their importance in achieving sustainable revenue. 🔹Module 2: Characteristics of Strategic Customers Identifying the characteristics of key customers and how to differentiate them from regular customers. 🔹Module 3: Key Account Selection Establishing clear criteria for identifying and selecting high-value accounts. 🔹Module 4: The Role of the Key Account Manager Defining the core tasks and responsibilities of the key account manager. 📅 Day 2: Building Account Management Strategies 🔹Module 5: Analyzing Customer Needs Understanding the requirements and future expectations of key customers. 🔹Module 6: Developing Account Plans Designing customized strategic plans for each key account. 🔹Module 7: Building Added Value Providing innovative solutions that enhance customer relationships and increase loyalty. 🔹Module 8: Managing Long-Term Relationships Enhancing trust and building sustainable strategic partnerships. 📅 Day Three: Communication and Negotiation Skills 🔹Module 9: Effective Communication Skills Developing communication skills with decision-makers within key accounts. 🔹Module 10: Professional Negotiation Skills Managing negotiation processes to achieve mutually beneficial outcomes. 🔹Module 11: Managing Client Meetings Efficiently organizing and managing meetings to achieve desired objectives. 🔹Module 12: Handling Challenges Professionally handling conflicts and sensitive situations. 📅 Day Four: Performance Management and Maximizing Returns 🔹Module 13: Account Performance Monitoring Measuring the performance of key accounts and analyzing results. 🔹Module 14: Increasing Sales (Upselling & Cross-selling) Strategies for maximizing returns from existing clients. 🔹Module 15: Risk Management Addressing potential risks to maintain relationship continuity. 🔹Module 16: Internal Coordination Enhancing collaboration between departments to serve key accounts. 📅 Day Five: Excellence and Sustainability in Account Management 🔹Module 17: Key Performance Indicators (KPIs) Measuring the success of account management using precise metrics. 🔹Module 18: Assessing Customer Satisfaction Measuring customer satisfaction levels and analyzing feedback. 🔹Module 19: Developing Improvement Strategies Improving performance based on data and continuous analysis. 🔹Module 20: Sustaining Strategic Relationships Ensuring relationship continuity and delivering long-term value. |
Course Outcomes
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By the end of the course, participants will be able to: · Understanding and applying the concept of key account management · Identifying and selecting high-value strategic accounts · Developing effective key account management plans · Building strong and sustainable relationships with key clients · Developing professional negotiation and communication skills · Maximizing return on existing accounts · Measuring performance and ensuring the sustainability of business relationships |