Fundamentals of Key Account Management

To deliver short, medium and long term objectives of the business it is essential to proactively identify and prioritize key accounts in order to maximize potential. You will need to understand decision-maker units and align your selling style to the client's buying styles.

Es ist mehr als nur ein Kurs.

Es ist eine Lernreise

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Excite (Begeistern)

Moderiertes Training Teil 1 (1 Tag oder 2x3 Stunden)

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Engage (Aktivieren)

Transferphase (4-6 Wochen)

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Embed (Umsetzen)

Moderiertes Training Teil 2 (1 Tag oder 2x3 Stunden)

Learning Journey

For our learning journeys we use our proven excite, engage, embed method to ensure the learning experience is engaging and the learning is sustained. The full details of the programme are shown below.

Kurscode: OV-FKAM

  • half-day live session delivered virtually or in-person | 6-8 hrs on-demand learning | 30-minute coaching session (optional extra for teams)

  • This is available for groups and teams

This practical program focuses on maximising the potential of key accounts.  You will learn how to identify and prioritize accounts to help reach the longer-term objectives of the business. The program covers the core skills required to maximize and maintain your key accounts, including multiple relationship management, and information to be captured to create effective account plans.

This virtual program has been designed for new and existing Key Account Managers that manage multiple accounts who have had little or no formal training.

It is not suitable for Key Account Managers who deal with one large strategic account - we recommend an in-depth tailored program delivered in-house.

By the end of this course you will be able to:

  • Establish criteria for clients to gain key account status
  • Identify which clients require more attention and time for a greater return
  • Create a decision-maker contact strategy
  • Use an analysis tool to review the client‘s business and marketplace
  • Review different decision-making units and their buying motivations
  • Review four different communication preferences and how to align selling style to clients buying style
  • Explore critical information to effective key account business plans

 

  • Identify and understand the criteria for key accounts, relative to your organization
  • Review different ways to virtually connect with the clients and move business forward
  • Manage your business relationships to increase your business
  • Manage yourself and your time more effectively
  • Revisit the business-critical communication skills necessary for Key Account Management
  • Understand how behaviors affect both you and your clients
  • Be aware of your motivational drivers and behavioural techniques so that you create powerful perceptions
  • Build a personal action plan of things you will do differently

For groups & teams

Live session delivered virtually or in-person. Up to 15 people per programme.

Von Contact us for pricing

Bring in-house

For individuals

Upcoming dates (select date for price info)

$ 775.00 (+ VAT)

Reserve your place

Sie möchten unsere Lernreise auf Ihre Bedürfnisse und Anforderungen anpassen?

Hier sind die nächsten Schritte, wenn Sie eine maßgeschneiderte Lösung wollen:

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Füllen Sie das untere Formula aus damit wir uns innerhalb von 2 Tagen bei Ihnen melden.

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Wir vereinbaren ein unverbindliches, virtuelles Kennlern-/Abstimmungsgespräch mit Ihnen und unseren Experten, um alle Fragen auf beiden Seiten zu klären.

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Anschließend erhalten Sie von uns ein individuelles Angebot mit Trainingsinhalten, Trainerprofil, Kosten und Terminvorschlägen.

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Ihre Veranstaltung kann starten – Wir freuen uns Ihr Team zu unterstützen!

Want to co-create?

Let's talk

The building blocks menu of options

To help achieve the pace and agility you need, we encourage you to make use of what we already have (our core library) and make it your own. There’s no need to ‘recreate the wheel’ - build from what we have ‘ready to go’ and then customise what you need to.

Choose from across our range of 100+ core topic areas.

Online self-study:
  • Fluidbooks
  • Infographics (standard and HTML)
  • Thrive in Five
  • Videos/animations
  • Quizzes & assessments
  • Podcasts
  • Digital flip cards
  • HTML microsites
  • Digital adventures
  • Applying what you have learned - action learning prompts/exercises
  • All assets under a topic/collection
Live expert-led:
  • Pre-built team experience (learning journey)
  • Live workshops - virtual or in-person training (1 x half-day live session in a day; 2 x half-day live session in a day)
  • Bitesize (1 x 90-min bite-size session in a day; 2 x 90-min bite-size session in a day; 3 x 90-min bite-size session in a day)
  • Run-it-yourself
  • Coaching – per hour (Follow-up; Learning programme; Transitioning together; Team effectiveness; Career coaching; Leadership & executive; Skills performance coaching)
  • Group facilitation sessions (1 x 3hr in a day; 2 x 3hr in a day
  • Leadership lab session (1 x 3hr in a day; 2 x 3hr in a day)
  • Virtual delivery platform licence
Personalisation for live events:
  • Add your logo
  • Tailored
  • Branded
  • Fully customised
Bespoke content creation:
  • Fluidbooks
  • Infographics (standard and HTML)
  • Thrive in Five
  • Videos/animations
  • Quizzes & assessments
  • Podcasts with bespoke or your content
  • Digital flip cards
  • HTML microsites
  • Digital adventures
  • Digital badges/certificates
  • Live expert-led bite-size or workshop session
Bespoke printed communication/learning assets:
  • Handouts
  • Z-cards
  • Zappar AR for Z-card
  • Action learning prompts/exercises
  • Bespoke Hub annual subscription fee (per user)
  • Hub implementation
  • Subscription (open) hub
  • Booker portal
  • Delivery – Virtual or in-person facilitator; virtual producer
  • Faculty management
  • Delegate management
  • Instructional design
  • Specialist instructional design
  • Learning journey curation
  • Logistics support
  • Project management
  • Customer success management
  • Branding & creative communication
  • Graphic design
  • Translations services
  • Proofing/QA
  • Data insights & engagement
  • Consultancy
  • Supplier management
  • Managed Learning Services
The building blocks menu of options

Our approach

Successful learning programmes don’t just happen by accident: Our 4E learning journey model ensures maximum transformational power (and it’s informed by decades of adult learning best practices and proven real-life hybrid learning effectiveness).

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