Course Objectives
- Defining the characteristics of key account
- Moving the account through the relationship states
- Select and develop key account strategy
- Differentiating between the traditional sales role and the key account manager
- How to manage the internal and external environment
- Create and manage the virtual key account team
- Developing the tools to influence key relationships
- Practicing the skills through simulations
Previous Feedback
“It’s excellent. A lot of practical and good advice. The trainer was perfect in every aspect, knowledge and the way of presentation, as well as having the ability to keep one interested”
“The course was very useful. It helps me to have a better understanding of KAM, and ways to improve Key Account
relationships and makes me to be better organized.”
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Course Leader
The trainer is an energetic and dynamic leader. He believes that inspirational coaching is a powerful tool to release the potential of individuals to raise their performance. He has delivered executive coaching across a range of organizations and entire management lines.
A sought after conference speaker, the course leader has spoken throughout the UK and Europe. He is MBA qualified with a particular interest in strategy, key account management, innovation and strategic HR management.
Trainer Profile