Course Methodology

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The course includes self-assessment tools, planning and analytical templates, and psychometric self-assessment instruments to measure personal abilities to accommodate different personality styles. Group exercises and case studies will also be integral parts of the training methodology used.

Course Objectives

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By the end of the course, participants will be able to:

• Define the functions of key accounts and their importance for the commercial organization
• Identify and prioritize key accounts to measure their profitability and qualify their strategic importance for their company
• Classify the different levels of customer relationships to enhance the way they interface with customers
• Develop customer-focused plans and strategies needed in the development of key accounts
• Build core key account competencies to meet the ever-changing challenges in the market

Target Audience

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In addition to key account managers and sales managers, this course is targeted at cross-functional personnel who seek to understand modern customer management practices to improve cross-functional support and develop personal careers in key account management.

Target Competencies

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• Account planning
• Sales forecasting
• Networking skills
• Cost to serve computations
• Account classification models
• Presentation skills
• Time management
• Relationship management