Strategic Key Account Management

Description

Strategic Key Account Management. A close relationship with key strategic customers is the ultimate competitive advantage a company can achieve. Studies show that professional Key Account Management (KAM) leads to strong, long-term customer loyalty and a significant increase in profits. Successful KAM requires aligning your entire organization, including its strategy, processes, structures and people, with Key Accounts´ requirements.

Strategic Key Account Management

Your Benefits: The participants will learn how to …

  • Build and manage the relationship with key customers as a long-term approach to build customer loyalty and increase profits.
  • Segment customers based on their attractiveness and profit potential.
  • Align the entire organization with Key Accounts´ requirements.
  • Develop and implement effective Key Account plans.
  • Calculate the return on investment (ROI) for their company and the Key Accounts.

Contents

  • Why strategic Key Account Management
    • Providing added value for the customer and your organization
    • Strengthening customer loyalty and your organization´s competitive position
  • Stages in introducing KAM
  • Selecting strategic customers based on a list of criteria
    • Hard and soft criteria
  • Types of Key Account Management
    • Slim KAM and strategic partnership
    • International KAM
  • Key Account Analysis and Planning
    • Analyzing customer needs and purchasing processe
    • Analyzing the customer´s market position and competitive powe
    • Analyzing your situation as a supplier
    • Developing attractive offerings and a cooperation strategy
  • Integrating KAM into your organization
    • Front-end and back-end organization
    • KAM as a line, matrix and staff function
  • Establishing effective Key Account Management processes and systems
  • Selecting and qualifying Key Account Managers
  • Managing Key Account teams
  • Remuneration and incentive systems
  • KAM Controlling

Target group
CEO´s/Business Unit Leaders, Managers and Specialists from Marketing, Sales and Service

Buchungscode
P10.15

Seminarzeiten // 2-Tages-Seminar
1. Schulungstag von 10:00 Uhr bis 17:30 Uhr
2. Schulungstag von 9:00 Uhr bis 16:30 Uhr
Seminartermine

1. Halbjahr 2. Halbjahr
von bis von bis
Berlin 13.02.2023 14.02.2023 13.09.2023 14.09.2023
Erfurt 17.04.2023 18.04.2023 09.11.2023 10.11.2023
Frankfurt 06.03.2023 07.03.2023 25.09.2023 26.09.2023
Freiburg 06.02.2023 07.02.2023 11.09.2023 12.09.2023
Friedrichshafen 12.06.2023 13.06.2023 11.12.2023 12.12.2023
Hamburg 23.01.2023 24.01.2023 06.07.2023 07.07.2023
Hannover 15.06.2023 16.06.2023 14.12.2023 15.12.2023
Kassel 24.04.2023 25.04.2023 05.10.2023 06.10.2023
Köln 30.03.2023 31.03.2023 07.09.2023 08.09.2023
Leipzig 27.04.2023 28.04.2023 12.10.2023 13.10.2023
München 16.05.2023 17.05.2023 06.11.2023 07.11.2023
Nürnberg 17.01.2023 18.01.2023 03.07.2023 04.07.2023
Saarbrücken 30.01.2023 31.01.2023 04.09.2023 05.09.2023
Stuttgart 26.06.2023 27.06.2023 07.12.2023 08.12.2023

Seminargebühr / Person 1.280,– € zzgl. MwSt.
Im Preis inbegriffen:

  • ausführliche Seminarunterlagen, Schreibblock und Stifte
  • qualifiziertes Teilnehmerzertifikat
  • ausgewählte Seminar-Hotels
  • Mittagessen (Lunchbuffet oder 3-Gang-Menü)
  • zwei Kaffeepausen vormittags und nachmittags mit Obst und Snacks
  • unbegrenzte Tagungsgetränke

Hier Buchen!


Strategic Key Account Management

Preis: 1.280,00€ zzgl. MwSt.


Zurücksetzen
Buchungsnummer: P10.15