Key Account Management, Remote Training (Part 3)

Part 3 out of 4. Key Account Management, Webinar, Remote Sales Training

What is a “key account customer”? We know the so called 80/20 rule suggesting that we make 80% of our revenue, our contribution, our profit with only 20% of customers.

This particular 20% is defined as the “key account customer”. Our aim is to evaluate accumulated opportunities and risks related with this business partnership.

Objectives of the remote sales training:

  • Overview of assets in sales and marketing
  • Lead management
  • Development of existing customer
  • Customer recovery
  • Internal cooperation with pre-sales management and marketing management to define objectives by marketing campaign
  • Analysing and managing accumulated opportunities by existing customers
  • Ratios and KPI-Management for existing customers
  • Differentiating between quality and quantity in KPI-Management
  • Hit Rate as a qualitive ratio
  • Potential of launched products / services
  • Potential / opportunities of possible products (portfolio analysis)
  • Cross-selling opportunities
  • Up-selling opportunities
  • Segmentation of customers
  • Customer scoring
  • ABC-Analysis
  • Customer attractiveness
  • Differentiating between financial and non-financial attractivity

A participation in all 4 remote trainings enable you to receive the EFSM Certificate for Key Account Managers.

Duration of part four is about 150 minutes. Starting time is always on Fridays at 9 am.

Your investment: 250.00 EUR + VAT

The 2nd person from the same company gets a 30% discount.

Duration: 150 Minutes

Training methods:

  • Interactive remote training in small groups
  • Short presentations from Roberto Capone
  • Tools and techniques in quality management and sales
  • Discussion
  • Demonstration of worst case and best case scenarios
  • Integration of PDCA-Cycle into the daily work routine
  • Sales scenarios
  • Optional: blended learning possibilities.

Content

  • Definition of A customers
  • Structuring, segmentation and prioritization according to criteria
  • ABC customer structure analysis, Pareto analysis
  • Contribution margin (2), main focus not on revenue or sales
  • Customer satisfaction, Customer Satisfaction Index, Net Promotor Score
  • Key figures and KPIs in A customer management and KAM
  • Possibilities of customer scoring
  • Customer attractiveness portfolio
  • Strategic customer planning
  • Benchmark and Plan-Do-Check-Act cycle in sales

To the external customer you sell goods and services and to the internal customer, your employees, you “sell” ideas, optimization approaches, requirements. The key account manager has one of the key positions in the company. The salesperson is responsible for the entire customer handling process. Here it is necessary to motivate customers (both internal customers, colleagues and employees, as well as external customers, clients), to inquire and optimize satisfaction and much more.

Key Account Management, Remote-Training, Part 3

Dates Duration Ending
09.10.2021 2,5 h 09:00
10.10.2021 2,5 h 09:00
02.12.2021 2,5 h 09:00
03.12.2021 2,5 h 09:00