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It Includes
- Get Full Access to the platform
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- Assignments & Projects
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- Certificate of Completion
- Download for offline viewing
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- Cancel Anytime
What you'll learn?
- Advanced Skills in Acquiring and Retaining Key Customers
- Develop the Approach of 'Consultative selling' as a need of hour post Covid-19 situation
- Client and Market Mapping to Yield better results
- Practical learnings through Real Time Case Studies
- Practical and Self Tested 'Tips' on effective handling of Key Clients
Course Overview
Key account managers work with a company’s biggest (i.e., most important) customers to build long-term, strategic partnerships. This role requires a range of skills from closing sales and nurturing relationships to strategic planning and cross-functional leadership. KAMs' are bound to 'Gear Up' in this New Normal situation at earliest before they miss the 'Bus'. And losing one of those key accounts could have dire consequences for your business’s bottom line and long-term viability.
In this 'Next Generation' market, companies are quickly discovering that winning with their key customers is becoming more critical than ever. Achieving excellence in key account management has become more complex and more significant in ensuring growth excellence. This program focuses on creating a structure for account management personnel to develop a strategy to manage those critical relationships that ensure business success. This leads on to looking at the operational processes required to ensure effective account management, and good working relationships between both parties.
The course is very practical in nature, and includes exercises, that give learners the opportunity to reflect on how the subject matter relates specifically to their existing accounts. The program also provides tips and ideas to assist delegates achieve successful account management. You will be able to:
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Define the key account management’s main functions and best practices
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Recognize the importance of re-defining businesses processes to match the ever-changing market and customer requirements
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Produce clear sales and marketing differentiators to neutralize competition (value-based proposition)
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Learn techniques for increasing the penetration throughout the depth and breadth of the key accounts
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To know and identify why customer mapping and timeline mapping is important to keep the flow of the business
Pre-requisites
- You got to be working or aspiring to work as a Sales Person / Key Account Manager handling Key Accounts for your company
- Basic Knowledge of what is Key Account Sales
- Preferably, should have gone through my 'Basic' course posted on Udemy - @ Be a 'Specialist' In Key Account Acquisition and Management
Target Audience
- Key Account Managers
- Sales Managers
- Those who are in any capacity of handling big ticket clients
Curriculum 18 Lectures
- Lecture 2 :
- Introduction to KAM and Its Importance
- Lecture 1 :
- Transition From KAM to KAP
- Lecture 2 :
- Case Study – Where did they go wrong?
- Lecture 3 :
- Case Study Discussion and Answer
- Lecture 4 :
- Preparations Before Going For KA
- Lecture 1 :
- Setting Objectives Before Acquiring Key Account
- Lecture 2 :
- Key Account / Prospect Mapping Quarter wise
- Lecture 1 :
- Matrix of Market Study Post Mapping
- Lecture 1 :
- 3X3 Matrix of Key Account Retention/ Relationship Strategies - Do's and Dont's
- Lecture 2 :
- Designate Key Account Review Committee
- Lecture 1 :
- Case Study - ABB & Caterpillar Case of G.A.M. Clash
- Lecture 2 :
- Discussion on Case Study - ABB & Caterpillar Case of G.A.M. Clash
- Lecture 1 :
- E.R.V. vs. N.C.A. - Meaning & Importance
- Lecture 1 :
- Practical Tip on eating in to competitor's share in market
- Lecture 2 :
- Conclusion - Ultimate Aim of KAM
- Lecture 1 :
- Final Quiz
- Lecture 1 :
- Summary and Closure
Frequently Asked Questions
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How do i access the course after purchase?
Once you purchase a course (Single course or Subscription), you will be able to access the courses instantly online by logging into your account. Use the user name & password that you created while signing up. Once logged in, you can go to the "My Courses" section to access your course. -
Are these video based online self-learning courses?
Yes. All of the courses comes with online video based lectures created by certified instructors. Instructors have crafted these courses with a blend of high quality interactive videos, lectures, quizzes & real world projects to give you an indepth knowledge about the topic. -
Can i play & pause the course as per my convenience?
Yes absolutely & thats one of the advantage of self-paced courses. You can anytime pause or resume the course & come back & forth from one lecture to another lecture, play the videos mulitple times & so on. -
How do i contact the instructor for any doubts or questions?
Most of these courses have general questions & answers already covered within the course lectures. However, if you need any further help from the instructor, you can use the inbuilt Chat with Instructor option to send a message to an instructor & they will reply you within 24 hours. You can ask as many questions as you want. -
Do i need a pc to access the course or can i do it on mobile & tablet as well?
Brilliant question? Isn't it? You can access the courses on any device like PC, Mobile, Tablet & even on a smart tv. For mobile & a tablet you can download the Learnfly android or an iOS app. If mobile app is not available in your country, you can access the course directly by visting our website, its fully mobile friendly. -
Do i get any certification after completing the course?
Yes. Once you succesfully complete any course on Learnfly marketplace, you get a certiifcate of course completion emailed to you within 24 hours with your name & the Learnfly badge. You can definately brag about it & share it on your social media or with friends as one of your achievement. Click here to view the sample certificate Click Here
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For how long can i access my course after the purchase?
If you buy a single course, that course is accessible to you for a lifetime. If you go for a premium subcription, you can access all the courses on Learnfly marketplace till your subscription is Active. -
Whats the difference between Single Course Purchase & Go Premium option?
With Single Course Purchase, you only get an access of one single course. Whereas, with premium monhtly or annual subscription, you can access all the existing or new courses on learnfly marketplace. You can decide what option suits you the best and accordingly you can make your purchase. -
Is there any free trial?
Currently, we don't have any free trial but it may be available in near future. -
What is the refund policy?
We would hate you to leave us. However, if you are not satisfied, you can ask for a full refund within 30 days & we will be happy to assist you further.
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