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 22.06.2022 23.06.2022 01.12.2022 02.12.2022
Erfurt 20.04.2022 21.04.2022 12.10.2022 13.10.2022
Frankfurt 31.03.2022 01.04.2022 25.10.2022 26.10.2022
Friedrichshafen 10.02.2022 11.02.2022 27.07.2022 28.07.2022
Hamburg 03.02.2022 04.02.2022 24.08.2022 25.08.2022
Hannover 20.06.2022 21.06.2022 07.12.2022 08.12.2022
Kassel 18.01.2022 19.01.2022 04.07.2022 05.07.2022
Köln 27.04.2022 28.04.2022 05.10.2022 06.10.2022
Leipzig 04.05.2022 05.05.2022 28.11.2022 29.11.2022
Magdeburg 15.03.2022 16.03.2022 19.09.2022 20.09.2022
München 29.06.2022 30.06.2022 14.12.2022 15.12.2022
Münster 22.02.2022 23.02.2022 18.08.2022 19.08.2022
Nürnberg 28.03.2022 29.03.2022 14.09.2022 15.09.2022
Oldenburg 09.05.2022 10.05.2022 16.11.2022 17.11.2022
Rostock 31.01.2022 01.02.2022 05.09.2022 06.09.2022
Stuttgart 23.05.2022 24.05.2022 10.11.2022 11.11.2022

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