Strategic Key Account Management - Seminar / Kurs von Modul Training

Inhalte

Strategic Key Account Management

Boost your profits by helping your most important customers become even more successful.

Background

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.

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
  • Slim KAM and strategic partnership
  • International KAM
  • Types of Key Account Management
  • Key Account Analysis and Planning
  • Analyzing the customer´s market position and competitive power
  • Analyzing customer needs and purchasing processes
  • 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

Strategic Key Account Management

Boost your profits by helping your most important customers become even more successful.

Background

A close relationship with key strategic customers is the ultimate co ...

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Zielgruppen

Target groups

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

Termine und Orte

SG-Seminar-Nr.: 5567539

Termine

  • 13.02.2023 - 14.02.2023

    Berlin, DE

  • 06.03.2023 - 07.03.2023

    Frankfurt am Main, DE

  • 30.03.2023 - 31.03.2023

    Köln, DE

  • 24.04.2023 - 25.04.2023

    Kassel, DE

  • 27.04.2023 - 28.04.2023

    Leipzig, DE

Seminare mit Termin haben Plätze verfügbar. Rechnung erfolgt durch Veranstalter. Für MwSt. Angabe auf den Termin klicken.

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Veranstaltungsinformation

  • Seminar / Kurs
  • Deutsch
    • Teilnahmebestätigung
  • 15 h
  •  
  • Anbieterbewertung (14)

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