Course Overview
The role of the Key Account Managers is critical to build long term, value based relationships with the organizations, penetrate them for further business, and maximize the revenue they generate while reducing the time and costs in managing them. Key Account Managers are required to have a set of skills and competencies that enables them to achieve the objectives set to them by their organizations and at the same time maintain a strong relationship with their clients. The skills required are the same behaviors required from salespeople, plus an additional set of behaviors that are critical in guiding them to serve key accounts. This interactive training is designed to transform participants into high yielding and profitable key account managers whom clients rely on and their company value. The course will also explore the essential cross-selling and up-selling skills, communication skills using emotional intelligence while also providing a strong focus on quantitative approaches to account qualification and account planning best practices.
Course Objective
Identify strategies to build and enhance relationships with key accounts from B2C and B2B perspectives.
