Build Long Lasting & Profitable Relationships
Manage your most important customers by strategically planning your engagement with them. Fortify & grow your business interests by deep relationships & focus
Key Account Management
Key account management or strategic account management course deals with a structured approach to manage your business with large, potential and profitable clients. Often 20% of the clients give 80% of your revenue, it becomes critical that they are nurtured, handled professionally to secure your business as well as take a pie of their own growth.
These accounts are usually demanding be it for the quality of your products or services, technical expertise, commercial offers or delivery commitments made. They require advance planning, clear communication as well of speedy actions. This course deals with all aspects of managing such high profile clients efficiently.
Course Curriculum
- Welcome to the course
- Know your faculty
- How to take the course
- What is a Key Account?
- Key Account vs. Sales
- Implications for KAM
- Learning Resource 1
- Quiz 1
- Key accounts - Levels of relationships
- Learning Resource 2
- KAM Program - Adopting the right KAM model
- KAM Plan - Building an account level plan
- Communicating the plan - Aligning the 3Ps
- Quiz 2
- Assignment 1
- Learning Resource 3
- Learning Resource 4
- Influencing your account - Understanding DMU
- Mapping buying motives of stakeholders
- Building customer insights
- Designing the solution
- Delivering the solution
- Learning Resource 5
- Learning Resource 6
- Case study
- Assessment
- Conclusion
- Downloadable learning resources
Course Synopsis
Audience - Sales, Managers, Leadership, Entrepreneurs
Level - Advance Intermediate
Duration - 90 mins
Author - Rahul Kulkarni
Validity - Lifetime
Price - INR 5000
Learning Objectives
Account Planning
How to build effective strategies for key customers. Plan for sales, execution, value delivery & ensure smooth commercial transactions
Efficient Execution
Work closely with internal and external stakeholders to ensure that commitments are met. Align resources & drive implementation.
Profitable Portfolio
Find opportunities to upset, cross sell. Build plans to increase share of business while ensuring that the returns are healthy
About the Author
Rahul Kulkarni
Consults corporates, SME’s and start-ups in areas such as business strategy, sales & marketing strategy. Has more than 20 years of sales & marketing experience having worked with leading organizations Millipore, Castrol, HP, and Asian Paints before starting his own consulting firm.
Over the last 12 years has designed and delivered customized classroom & e-learning programs for corporates in the field of sales & marketing. Areas of expertise are Channel management, Distribution, Sales management, B2B Marketing, KAM, Leadership Development, Product Management & Rural Marketing.