International Key Account Management – Service is King!

International Key Account Management – Service is King!

2-Day Seminar for Sales Professionals and Managers

Seminar Overview

This intensive two-day seminar is designed to equip sales professionals and managers with the latest strategies and techniques in international key account management. Emphasizing the importance of service excellence, the program covers comprehensive market and product screening, in-depth competitor analysis from both macro and micro perspectives, potential analysis, cross-selling, sustainable potential management, and profit center thinking. Participants will engage in practical exercises and role plays to apply concepts to real-world scenarios.

Objectives

·       Enhance participants’ ability to identify and develop international key accounts.

·       Enable effective market and competitor analysis to inform sales strategies.

·       Empower sales teams to maximize cross-selling opportunities and manage sustainable growth.

·       Develop advanced communication and negotiation skills for international sales settings.

·       Foster understanding of value-added analysis and profit center thinking for measurable business impact.

Trainers

Led by renowned expert Roberto Capone and his experienced team, the seminar combines authoritative instruction with engaging interactive elements, ensuring participants leave with actionable skills and insights.

Seminar Schedule Structure

·       Dates: Two consecutive days

·       Daily Timing: 09:00 AM – 4:15 PM

·       Breaks: 15-minute break every 90 minutes

·       Lunch: 45-minute lunch break (12:15 PM – 1:00 PM)

Day 1 Agenda

The first day begins at 9:00 AM with a brief welcome, introduction, and a review of the seminar objectives (until 9:15 AM). The morning continues with an in-depth session on market and product screening, where participants learn about state-of-the-art tools and techniques from 9:15 to 10:45 AM. After a 15-minute break (10:45–11:00 AM), the group moves on to competitor analysis, exploring both macro and micro perspectives, lasting until 12:15 PM.

A 45-minute lunch break follows, from 12:15 to 1:00 PM. In the afternoon, focus shifts to potential analysis—leveraging existing offerings and responding to current needs—between 1:00 and 2:30 PM. After another 15-minute pause (2:30–2:45 PM), the day concludes with a session dedicated to cross-selling and sustainable potential management in key accounts, running until 4:15 PM.

Day 1 Afternoon Focus

·       Exploring methods for identifying cross-selling opportunities

·       Developing strategies for sustainable growth within existing key accounts

·       Introduction to communication forms in international sales

Day 2 Agenda

Day two starts at 9:00 AM with a session on communication and conversation techniques in international sales, continuing until 10:30 AM. A 15-minute break follows (10:30–10:45 AM). The morning then features interactive role plays, allowing participants to apply and refine their international sales skills, running from 10:45 AM to 12:15 PM.

Lunch is scheduled from 12:15 PM to 1:00 PM. The afternoon kicks off with value-added analysis—participants learn how to enhance sales, revenue, and contribution margin by country, product, and customer—between 1:00 and 2:30 PM. After a short break (2:30–2:45 PM), the seminar turns to profit center thinking, covering both conceptual and practical aspects from 2:45 to 3:45 PM. The final session, from 3:45 to 4:15 PM, involves application exercises, a summary, participant feedback, and discussion of next steps.

Day 2 Afternoon Focus

·       Analyzing value creation across multiple dimensions

·       Strategies for sustainable development in sales and profitability

·       Hands-on application of profit center thinking

·       Collaborative exercises and group discussions

Wrap-Up

·       Summary of key learning points from both days

·       Participant feedback session

·       Discussion of next steps and action planning for immediate implementation

Additional Information

·       All materials, handouts, and case studies will be provided in English.

·       Active participation is encouraged for maximum benefit.

·       Contact for inquiries: [Insert contact information here]

Join Roberto Capone and his team for this transformative seminar and elevate your international key account management skills to new heights – because in today’s global market, Service is King!