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Key Accounts Managment "KAM"

Course Duration

2 Days

Scope

The key accounts represent the back bone of any business, they contribute to most of the revenues that are essential for its survival. The KAM workshop unleashes the potentials of understanding and managing such key accounts through fulfilling the below objectives

Overview

 KAM Objectives
  • "KAM", Understand and identify its objectives.
  • Customer, Know the importance of thinking like one.
  • New accounts, Learn the methods of their penetration.
  • Core competency Identified.
  • Customer Value Preposition, start using the "CVP".
  • Potential customers, find out how to evaluate them.
  • Customer Decision Process unleashed.
  • Differentiate between the Features, Advantages and Benefits.
  • Know where have we been and where we are today.
  • Market Segmentation defined and the different methods to do it.
  • Consumer and Customer (business) Segmentation differentiated.
  • Use the DiSC Profiling to understand people.
  • Master Negotiation in our meetings with the clients. 
Module One: What is Key Accounts Management?
  • Square Wheels
  • Bigger and Better
  • Learning Cycle
  • KAM- Definitions
  • KAM Objectives
Module Two: Think like your customer
  • Penetrating an account
  • Value discipline model
  • Customer Value Preposition
Module Three: Evaluating our Potential Customers
  • Customer Decision Process
  • FAB exercise
Module Four: Segmentation
  • Consumer Segmentation
  • Customer Segmentation
  • Requirements for effective segmentation
  • Segmentation Exercise
  • Positioning
Module Five: Consumer Behavior
  • DiSC Profile
  • Negotiation Skills
  • Case Study
  • Summing up the KAM

Accreditation & Business Partners


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